The traditional enterprise go-to-market motion is undergoing a transformational shift. B2B buyers are more sophisticated than ever, and operational efficiency is a key focus for every organization. One key function possesses a unique opportunity to shape the future of revenue generation: enablement. On this podcast, we’re bringing you the secrets, strategies, and tactics that successful enablement leaders are using to drive meaningful impact. The Enablement Edge is the go-to resource for sal ...
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The Third Wave of Cloud with Chris Barbin, Founder & CEO, Tercera
MP4•Episode home
Manage episode 335872373 series 3223945
Content provided by 6sense. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by 6sense or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
#CMO #cloud #branding #SaaS Wait, there’s a third wave of cloud? Did I miss the first two? Latané Conant, CMO of 6sense, and Chris Barbin, Founder & CEO, Tercera, talk about: -Private equity – capital, counsel, and connections -SaaS ecosystems, like SalesForce has built -Brand building: is it for customers, or your team? -Why meetings are expensive -The combination of software, tech, and professional services -Which Chris likes more: tequila or the restaurant business ======== Sneak preview: Latané Conant: What about as a software firm having professional services? Chris Barbin: I think every software company should have somewhere between 3%, 5%, 10% of their revenue that is services, call it customer success, call it enablement of your channel, of your ecosystem. But there's always a level of just solution selling, where I think a software company has to have that in-house, but those people being focused on the channel partners as well. How do you work together? Side by side, arm and arm. Latané Conant: Right. The software company needs to know how to successfully deploy a customer so they can then teach the ecosystem. It's like a teaching ground too.
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50 episodes
MP4•Episode home
Manage episode 335872373 series 3223945
Content provided by 6sense. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by 6sense or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
#CMO #cloud #branding #SaaS Wait, there’s a third wave of cloud? Did I miss the first two? Latané Conant, CMO of 6sense, and Chris Barbin, Founder & CEO, Tercera, talk about: -Private equity – capital, counsel, and connections -SaaS ecosystems, like SalesForce has built -Brand building: is it for customers, or your team? -Why meetings are expensive -The combination of software, tech, and professional services -Which Chris likes more: tequila or the restaurant business ======== Sneak preview: Latané Conant: What about as a software firm having professional services? Chris Barbin: I think every software company should have somewhere between 3%, 5%, 10% of their revenue that is services, call it customer success, call it enablement of your channel, of your ecosystem. But there's always a level of just solution selling, where I think a software company has to have that in-house, but those people being focused on the channel partners as well. How do you work together? Side by side, arm and arm. Latané Conant: Right. The software company needs to know how to successfully deploy a customer so they can then teach the ecosystem. It's like a teaching ground too.
…
continue reading
50 episodes
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