Notes

  1. 1. Michael Porter and James Heppelmann, “How Smart, Connected Products Are Transforming Companies,” Harvard Business Review, Harvard Business Publishing, October 2015, https://hbr.org/2015/10/how-smart-connected-products-are-transforming-companies.
  2. 2. Marc Andreessen, “Why Software Is Eating the World,” Wall Street Journal, Dow Jones Publications, August 20, 2011, https://www.wsj.com/articles/SB10001424053111903480904576512250915629460.
  3. 3. Laura Ramon, “Advocate Marketing Creates B2B Customer Relationships That Last a Lifetime” (Cambridge, MA: Forrester Research Inc., September 28, 2015), https://static1.squarespace.com/static/5006b364e4b09ef2252d3129/t/5911fa46d2b857d98bac89cb/1494350409563/forrester-advocate-marketing.pdf .
  4. 4. “Referrals Fuel Highest B2B Conversion Rates,” eMarketer, eMarketer Inc., February 10, 2015, https://www.emarketer.com/Article/Referrals-Fuel-Highest-B2B-Conversion-Rates/1012000.
  5. 5. Allyson White, “The Tortoise Wins the Race: The Value of Retention,” Insight Partners (blog), July 27, 2016, https://www.insightpartners.com/blog/the-tortoise-wins-the-race-the-value-of-retention/.
  6. 6. Oriana Bandiera, Stephen Hansen, Andrea Prat, and Raffaella Sadun, “CEO Behavior and Firm Performance,” Harvard Business School Working Paper, No. 17–083 (March 2017), https://dash.harvard.edu/bitstream/handle/1/30838134/17-083.pdf?sequence=1&isAllowed=y.
  7. 7. “The BVP Nasdaq Emerging Cloud Index,” Bessemer Venture Partners, updated January 2020, https://www.bvp.com/bvp-nasdaq-emerging-cloud-index ...

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