#CMO #cloud #branding #SaaS

Wait, there’s a third wave of cloud? Did I miss the first two?

Latané Conant, CMO of 6sense, and Chris Barbin, Founder & CEO, Tercera, talk about:

-Private equity – capital, counsel, and connections

-SaaS ecosystems, like SalesForce has built

-Brand building: is it for customers, or your team?

-Why meetings are expensive

-The combination of software, tech, and professional services

-Which Chris likes more: tequila or the restaurant business

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Sneak preview:

Latané Conant: What about as a software firm having professional services?

Chris Barbin: I think every software company should have somewhere between 3%, 5%, 10% of their revenue that is services, call it customer success, call it enablement of your channel, of your ecosystem.

But there's always a level of just solution selling, where I think a software company has to have that in-house, but those people being focused on the channel partners as well. How do you work together? Side by side, arm and arm.

Latané Conant: Right. The software company needs to know how to successfully deploy a customer so they can then teach the ecosystem. It's like a teaching ground too.