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Along with “land and expand”. Where they use a small project to get over the initial hurdle, foot in the door so to speak. Then, they start trying to rebuild ev
by conductr 5y ago
Along with “land and expand”. Where they use a small project to get over the initial hurdle, foot in the door so to speak. Then, they start trying to rebuild everything your company touches
- leetrout 5y agoI like the term “provide and conquer” as well.
- cmpb 5y agoGoogle turned up very little, please elaborate
- whoisburbansky 5y agoAs opposed to “divide and conquer.” Presumably the same idea as “land and expand,” but you conquer the client company by “providing” successively larger projects.
- hinkley 5y agoIBM Global Services is particularly known for this. Their flavor involves hiring people with a very high tolerance for complexity, and letting them propose the most complex solution to any problem. Eventually your own people get tired of trying to keep up with even the summaries, and just abdicate. Now that part of the system is only understood by IGS, and the rot begins to spread.
- tmn007 5y ago15 years ago when I was changing jobs one of the roles was Sun Microsystems - which I liked the company but the role was to suggest and be embedded in a company and embed Sun products into every project (and I assume prevent competitors). Did not take it.