How sticky is sticky?
Great VMSCo’s are often referred to as having ‘sticky’ products. Sticky in the sense that customers don’t want to (or can’t) stop using the product and hence keep paying recurring fees to the vendor. Sticky products keep customer attrition low and recurring revenue streams high, which ultimately leads to greater business value. So what makes a VMSCo product sticky? How sticky can software really be? How can VMSCo’s make their products stickier? Procurement Let’s start with ho