Most PreSales teams have a narrow focus on new logo acquisition; others may only be concerned with expanding business with existing customers. It’s important to understand the difference between how to manage net-new logo sales versus selling into existing accounts, and align on team and individual roles and responsibilities for each. Join this session with Diana Cappello, Tina Phillips, and Vikram Gupta as we look into establishing Installed Base SE teams to help customers see value in your products throughout their contracts.
Most PreSales teams have a narrow focus on new logo acquisition; others may only be concerned with expanding business with existing customers. It’s important to understand the difference between how to manage net-new logo sales versus selling into existing accounts, and align on team and individual roles and responsibilities for each. Join this session with Diana Cappello, Tina Phillips, and Vikram Gupta as we look into establishing Installed Base SE teams to help customers see value in your products throughout their contracts.
Most PreSales teams have a narrow focus on new logo acquisition; others may only be concerned with expanding business with existing customers. It’s important to understand the difference between how to manage net-new logo sales versus selling into existing accounts, and align on team and individual roles and responsibilities for each. Join this session with Diana Cappello, Tina Phillips, and Vikram Gupta as we look into establishing Installed Base SE teams to help customers see value in your products throughout their contracts.