Best Practice Report

From Buyer To Customer: Building Blocks For A Smooth Transition

December 10th, 2018
Amy Bills, VP, Principal Analyst
Amy Bills VP, Principal Analyst

Summary

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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