When Customer Success Isn't Enough
In the old days of pushing tin and cardboard -- i.e., servers and packaged software -- it was comparatively easy to land a deal, hand the account from sales executive to post-sales engineering/support, then move on to the next opportunity. Today, in the cloud-enabled world, there is no more tin (unless you are a cloud or platform provider) and no more software DVDs in boxes. Software-as-a-service (SaaS) offerings require different customer engagement.