Summary
Organizations that have undergone acquisitions or have been lax about portfolio optimization often have multiple offerings that meet the same customer need. Choosing which offerings to maintain in the portfolio can be challenging, especially in the case of products with long histories and a significant install base. This report gives sales product managers a framework to create communication plans that segment customers on the basis of the impact of portfolio rationalization decisions and customer categorization (see Migrating Customers To A New Offering).
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