How does your customer make money? How do you fit their picture? Products versus consulting and services • Maintenance, upgrades, upsales, etc… • Who are your existing customers? • Which customers will you target, and when? • Be reasonable
How does your customer make money? How do you fittheir picture?Products versus consulting and services• Maintenance, upgrades, upsales, etc…• Who are your existing customers?• Which customers will you target, and when?• Be reasonable