Best Practice Report

From Buyer To Customer: Building Blocks For A Smooth Transition

December 10th, 2018


After B2B deals close, multiple functions within the selling organization, including sales and customer success, guide the transition from buyer’s journey to customer. A consistent process for knowledge transfer and establishing clear ownership of post-sale interactions reduces friction and enables the delivery of value. This report describes three building blocks that are required for sales and customer success to provide a smooth transition for new buyers into the post-sale customer lifecycle and open an ideal path to adoption, value achievement, retention, and growth.

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