This is to compare the businesses strengths against

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right), Challengers (upper left), Niche Players (lower left). This is to compare the businesses strengths against what you may be looking for in a technology product or service. It also helps you compare them against other businesses in the same market. The CVM is really doing the same thing by determining the actual value or potential value customers can bring. This matrix has one additional category of below-zero customers. I believe customers placed in this category could end up costing you money rather than helping you make money. In the end, both models help you make more informed business decisions. Topic of Interest 2 Another topic of interest in this chapter was the concept of managing the mix of customers. I think this is something that all businesses need to figure out because it is extremely rare or even impossible to have a single category of customers. Acquiring as many customers as you can is generally the motivation but this shouldn’t be the only motivator. The book described it that when businesses only focus on acquiring
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