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Robert Kenney

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Mar 14, 2016    0

The days of paying supply chain outsourcers by number of FTEs are on their way out. In that purely cost-based model, the OEM’s interests - keeping hours low to contain costs - are inherently pitted against their managed service provider’s - putting more FTEs on a project to maximise revenue. Instead, OEMs are now exploring outcome-based models, where sellers become partners who share the risks and rewards of achieving their goals. But while many businesses are rightly excited...