Terms + Topics
Post Sales Jonathan Poland

Post Sales

After a sale is made, post-sales processes kick in to fulfill the customer’s expectations and strengthen the relationship. This can…

Organizational Structure Jonathan Poland

Organizational Structure

Organizational structure refers to the formal systems that define how an organization is governed, directed, operated, and controlled. It is…

Best Practices Jonathan Poland

Best Practices

Best practices are generally accepted guidelines for achieving a specific goal. In a particular field or industry, best practices are…

What is Cost Overrun? Jonathan Poland

What is Cost Overrun?

A cost overrun occurs when the actual cost of completing a task or project exceeds the budget that was allocated…

Contract Risk Jonathan Poland

Contract Risk

Contract risk refers to the potential negative consequences that a business may face as a result of issues or problems…

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Channel Strategy Jonathan Poland

Channel Strategy

A channel strategy refers to the plan an organization uses to reach and interact with its customers. A channel is…

Value Pricing Jonathan Poland

Value Pricing

Value pricing is a pricing strategy in which a company sets its prices based on the perceived value that its…

Data Breach Jonathan Poland

Data Breach

A data breach is a security incident in which sensitive, protected, or confidential data is accessed, disclosed, or stolen. Data…

Needs Identification Jonathan Poland

Needs Identification

Needs identification is the process of discovering and understanding a customer’s needs, constraints, pain points, and motivations. This is a…

Channel Management Jonathan Poland

Channel Management

Channel management refers to the process of coordinating and optimizing the distribution channels that a company uses to bring its…

Tribes Jonathan Poland

Tribes

Tribes are groups of people who self-organize around common interests, values, communities, professions, needs, or aspirations. The concept of tribes…

Original Equipment Manufacturer Jonathan Poland

Original Equipment Manufacturer

An OEM (original equipment manufacturer) is a company that produces parts or equipment that is used in the manufacture of…

Active Silence Jonathan Poland

Active Silence

Active silence is the intentional and strategic use of silence in communication. It involves the ability to listen attentively and…

Scaling 101 Jonathan Poland

Scaling 101

Scaling is the process of increasing the size, scope, or reach of a business, product, or service. This can involve…

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