On average, an e-commerce client who evolves into a premier enterprise client increases their annual spend by 10 times in that first year.
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If you look historically, what creates growth and wealth is innovation and investment, and increase in scale - more customers.
We are driven by providing technology to enterprise customers.
Every year in consulting is like three years in the corporate world because you have multiple clients, multiple issues - you grow so much.
As I spent tons of time with customers, not just in the United States, but in emerging markets, in Europe, in Latin America, top of mind for everybody is how do they drive growth for their business going forward.
Evolution has been the key tenet of success over the past 13 years, and we have transformed from a single subscription e-commerce image business into a company with a diversified portfolio of content offerings, servicing the needs of businesses of all types and sizes globally.
The first thing you've got to remember is that it's your clients' money you're spending.
The advantage of the consumer businesses is they tend to be much broader-based, much larger number of customers, that tend to over time be a lot more predictable. The advantage of the enterprise companies is they are not as subject to consumer trend, fad, behavior.
The business models in enterprise have changed pretty dramatically. A huge problem with enterprise software traditionally has been usually you sell to the customer and then they adopt the technology. The great thing about 'freemium' and the new way enterprise software is being sold is you get to try it first and then buy it.
Enterprise is hard work. You have to integrate the client with the optimized systems of all the servers and software.
Repetition makes reputation and reputation makes customers.
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