The movement to subscription and XaaS is forcing companies to transform their business approaches and customer engagement models.
The rapid adoption of “low-friction land” and freemium models, along with the rise of customer success, is throwing this long-standing partnership into even greater turmoil.
Companies are trying to figure out the roles, responsibilities, and compensation for each of their customer-facing roles. In order to make this work, they can’t just take the new requirements and force them into their old processes.
A new partnership is needed and those who can get it right will be positioned to thrive.
In this webinar, Steve Frost, VP & Managing Director, Revenue Research and Advisory, will cover:
- The rapid evolution of the sales process in true XaaS
- How Sales and Services have to work together to make LAER work
- The emergence of outcomes as the driving force for the Sales/Services partnership
- How Services can help their sales counterparts make the XaaS transformation