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Where to Play may sound like a book for startups - which it also is - but it can be applied by anyone who finds their conversion rates too low or their revenue forecasts too shaky.

The objective of having an Ideal Customer Profile was to focus our efforts on those customers we believed would get the most value from using our software and where our customer acquisition cost [...]

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When you are not yet a recognised brand in the market, then designing a predictable revenue generation process requires that you get two crucial concepts nailed:

A virtual company is usually the term used for businesses that do not have a physical presence. You can buy from them and sell to them, but you cannot ask for a meeting at their offices because [...]

★★★★★ "Fantastic! I found this book helpful for restructuring our channel strategy in one business line and the [...]