Magazine Article | February 1, 2019

Navigating Internal Obstacles When Cultivating Change For Customers

Source: Software Executive magazine

By Ellie Wu

This framework can help customer-facing teams get the recognition and resources their presales counterparts expect.

The way people buy has changed. Customers buy the delivery of outcomes, not ownership of products. Responsibility to show results no longer lies with the customers alone. Even as more companies adapt to the subscription business model (from the sole focus on quarterly bookings and revenue), why do customer-facing teams still rarely get the recognition or resources their presales counterparts expect?