Part I: The Strategy
Chapter 1: Installed Base Selling
Chapter 2: Winning with Installed Base Selling
Chapter 3: From Sales Strategy to Profitable Growth
Part II: The Benefits
Chapter 4: Why Installed Base Selling Matters
Part III: The Execution
Chapter 5: The Digital Installed Base Selling Transformation
Chapter 6: Installed Base Selling and Sales Coverage Chapter 7: Installed Base Selling, a Company Culture
Chapter 8: Practical Implementation
Chapter 9: Conclusion
Appendix A: Definitions and Concepts Appendix B: Installed Base Assessment.
About the Author: Remi Gicquel is the worldwide director for Hybrid IT Go-To-Market at Hewlett Packard Enterprise (HPE). As a 25-year veteran of the IT industry, he knows that driving transformation starts from the inside out and is passionate about making sure that sales has a seat at the table to help lead change. In this role, Remi oversees the Go-To-Market strategy and global sales programs driving profitable growth and market share for HPE via best in class Installed Base and Competitive Attack sales programs. Remi provides leadership and direction to drive sales excellence and a high performance sales culture.
Prior to that role, Remi held various key director and leadership positions in business units, Sales and Strategy. As practitioner of values based leadership he believes business is a force for good and places personal energy into supporting others.
His website is ib-max.com.
Paul-André Lambert is the worldwide operations manager for the Hybrid IT installed base program at Hewlett Packard Enterprise (HPE). Paul-André is the architect of the e2e Installed Base infrastructure and leads the deployment of the installed base program across all geographies worldwide. In his role he oversees the IT developments and integrates the business priorities in the program.
Prior to that role, Paul-André had various leadership positions in sales strategy and planning, business operations and channel management. Paul-André joined HP in 1990 in the channel business operations team in Belgium.
Paul-André holds a university degree in Economics from the KUL.
His website is ib-max.com.
