1. Merging of ISV and custom development companies: benefits of cross-selling

3. Important role of product management and marketing

4. Product-oriented development process

5. Limited development resources

7. Important role of account management and personal contacts

8. Project-oriented development process

9. High cost per customer acquisition

11. Two forms of cross-selling = + B + = A C

12. Two forms of cross-selling = Two related products Each product with its own value + B + = A C

13. Two forms of cross-selling = Two related products Each product with its own value + B Solution with value that even higher than A+C + = A C

14. Service through a product Value A Value B Product Service Revenue A Revenue B Solution

16. Vertical markets: geology and geological survey, mining industry

17. Annual revenue:$25 millions

18. Components are10% of revenue and just way to acquire client

20. Cross-selling potential

21. Cross-selling potential

22. Cross-selling potential

24. Training and webinars

25. Customization of a product

26. Personal support

28. How it works?

30. IT department was seeking for data visualization components to develop new version of PCS