Why buy a car if you can rent one, says Volvo.

Volvo has started yesterday it`s service “Care by Volvo” in Germany.

For one fixed monthly cost, with no down payment, you can have access to your own new Volvo car.

Insurance, tax, maintenance, servicing and repairs. You won’t have to deal with the nuts and bolts of car ownership.

Care by Volvo comes with a pre-arranged insurance policy, the car is picked up for service and will be returned even washed.

Care by Volvo gives you access to a concierge service. Your concierge is there to help you with your journey – from sending directions to your car’s navigation to booking a restaurant or hotel at your destination.

Check the status of your car from your phone, remind yourself where you’ve parked it, and even get shopping delivered straight to the load compartment. Connected Services – including the Volvo On Call app and an onboard internet connection – are all part of your Care by Volvo subscription.

IBM´s last shot ?

IBM paid $34 billion for Red Hat ! Yes. 34 billion.

190$ per share, this is a huge premium and it shows how desperate IBM was to catch up with AWS, Google and Microsoft.

Why Red Hat ?

On a conference call, IBM’s CEO Gini Rometty said the Red Hat deal, expected to close in the second half of 2019, is about preparing for the second chapter of the cloud.

Rometty noted that most companies are 20 percent along the cloud journey and "renting compute power to cut costs." The next 80 percent is about hybrid cloud.

Both Red Hat and IBM said the combined company will accelerate "hybrid multi-cloud adoption.”

With Red Hat it seems that IBM has it`s last shot.

Microsoft's acquisition of GitHub this year, which was completed in October, paved the way for IBM's acquisition, legitimizing the importance of open source to traditional software providers, according to Chris Gardner, Forrester senior analyst.

Microsoft also realized that it couldn't compete in the hybrid market without open source, and its acquisition was a move to meet developers where they are. 

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IBM saw a revenue decline almost every quarter after Ginni Rometty took the role of CEO in 2012. Even Warren Buffett gave up on IBM last year and reduced its stake in the company by almost 94 per cent.

Now the aquisition of Red Hat, which came quite as a suprise for the markets, seems to be IBM´s last bet.

Tips to sell your IT product or service (1)

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First tip: Understand the culture of your customer

Hunters (new customer) need to answer this question:

Where is the power ?

There is only 1 Decision maker for each buy !

Even when you have a buying center or a whole lot of different influencers, in the end there is 1 person who will decide to buy.

You need to identify this person and you need to sell to this person.

Farmers (existing customer) need to answer this question:

What is my customer’s true nature ?

True nature means: what is the culture of my customer ?

Understand the culture of your customer and act accordingly.

Examples:

If your contact hates to report problems to his/her upper management, support to solve all problems before escalation.

If your contact wants to get promoted, support him/her to get promoted.