Software vendors are rapidly running out of room to grow organically Enterprise software players are boxed in by increasingly budget-conscious buyers and by their own entrenched culture of deep-discounting

A major storm is brewing in high-tech sales Today’s customers are interested in complete business solutions rather than product features

Revenue growth continues to be a key goal of C-Suite executives with many turning to mergers and acquisitions to support their strategic agendas While the acquirer’s top-line traditionally benefits from revenue growth in the first year after acquisition, few companies have been able to achieve sustained increases in revenue growth in the subsequent years

The drive to achieve high performance through sustained top-line growth is dominating the strategic agenda of most global companies today, and that has placed an even more intense focus on the productivity of sales organizations Many corporate leaders have been trying to meet the challenge to generate growth and improve sales effectiveness by focusing on process improvements, cost reductions, sales tools and training however for most, sales results are not paying back the investment in improvement initiatives

The emerging world has witnessed growth rates that far exceed those of the developed world Clearly the global balance is shifting in their favor