Customers are on a journey
What is the product a customer buys immediately before they buy yours? Usually, customers, especially during a process of digital transformation, are on a journey.
Examples:
- modernizing the sales infrastructure from simply Salesforce to a broader suite of call recording, marketing attribution, and sales content enablement
- migrating to a Kubernetes stack to power a microservices architecture with distributed tracing
The typical mid-market company purchases 137 SaaS products, and the figure grows 30% annually.
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