…s results, so I did not have to tell him how well that had worked. He did however make one remark — “This sounds super interesting, but I guess running Sales as Engineering would be an absolute heresy for most old school salespeople”. BOOM! There it was — Heresy!
Another reason this strategy worked in the on-premise world is that customer success was the responsibility of the customer, not the vendor. If you wanted to buy an ERP system, you would purchase a license from the vendor and then work with a systems integrator (companies like CSC or Accenture) to customize the application to your needs, integrate it, deploy it, and help you manage it. And if you failed…well, that would not be the vendor’s fault!