When corporate customers see compelling value in a given SaaS offering they are capable of increasing their adoption rapidly throughout their organization. In recent times this has happened with Box, Netsuite, Salesforce, ServiceNow, Slack, Splunk, Workday, and other vendors’ software. What I don’t see happening often enough is tech executives or sales teams adopting an intentional strategy to help their major customers to expand and deepen their utilization of the product or service in question.
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.