Pickens: The SaaS sales model is an hourglass, not a funnel
Alison Pickens · a16z Podcast | The Rise of the CCO · Jan 2, 2019 · at 12:14
Alison Pickens, Customer Success Leader at Gainsight, explains how the shift from traditional software sales to recurring revenue requires all business functions to focus on post-sale growth.
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“It's no longer a funnel. Actually, it's an hourglass”
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