Blurred Lines

It used to be easy. Customer wanted to buy something, you did a demo, maybe proof of concept, customer signed the order, and Done. Off to the next one.

Then cloud came along and so did subscriptions, and all of a sudden customer success became more important. And with consumption, even more. So how do you make sure you spend your time on revenue generating activities and that you’re not just stuck in some problem solving and enablement world that frankly you’d like to hand off to someone else?