Despite the increased adoption of the “as-a-service” business model, tech sales team struggle to close significant enterprise Saas deals, often causing companies to miss their numbers. The reasons vary but many companies fail to live up to the different demands of serving corporate customers.
Philip Lay spent two decades as an account executive, general manager and entrepreneur, before becoming a strategy advisor and managing director with The Chasm Group in 1995.
Today Philip is visiting professor at IESE business school in Barcelona and serves on a public-company board alongside his advisory activities with boards, CEOs and management teams.
Major clients include Autodesk, Compuware, HP, NetApp, Rackspace, SAP, and Salesforce.com.