Guidance cuts and what they mean for vendors
A guidance cut freezes some services budgets and opens others. How to read the cut, who's under pressure afterward, and what to say to them.
3 min read
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Tagged earnings
Every post tagged earnings.
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Earnings call language that means budget
The phrases on an earnings call that tell a services seller money is moving, the phrases that mean it isn't, and how to turn them into an opener.
3 min readWhy a cost program needs outside help
When a company announces a cost program, the people inside are too busy to run it. That's why it's one of the strongest signals a services seller can track.
3 min read