Trends Report

The As-A-Service World Disrupts Traditional Sales Models

Prepare In Advance To Avoid Missteps When Migrating B2B Sales

January 11th, 2018
Liz Herbert, VP, Principal Analyst
Liz Herbert VP, Principal Analyst
Mary Shea, PhD, null
Mary Shea, PhD
With contributors:
Caroline Robertson , Jay McBain , Jacob Milender , Alexander Bullock , Kara Hartig

Summary

While an X-as-a-service (XaaS) model has many benefits for vendors and customers alike, migrating from a traditional to an XaaS delivery model can wreak havoc on selling systems. When embarking on this journey, advance planning and preparation are critical. This report surfaces best practices gleaned from native and in-transition cloud companies and provides recommendations so that B2B marketing and sales leaders can avoid common pitfalls when migrating to XaaS.

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