Category: Case Study

How Category Leaders Help Customers Redefine Success

Historically, most software application vendors shied away from helping their customers define metrics for success. The traditional behind-the-firewall software vendors of the 1980s and 1990s were focused on selling customers on the vision, but had little involvement in helping to implement the vision. Software vendors collected upfront payments from perpetual license fees then moved on to the next account. Achieving…

How Category Leaders Disrupt the Org Chart

Traditionally, software companies have made relatively little investment in their user communities. Most will offer training programs, but the primary motivation for these offerings is to reduce the number of calls coming into the technical support phone line and website. But category leaders do training because they want to. They view it as strategic. It supports their mission and vision.…