Mehta: Gainsight uses comped specialist overlay sales teams for technical buyers
Nick Mehta · Where Product Development is Going in 2021 with Nick Mehta, CEO of Gainsight · Oct 9, 2020 · at 10:18
Gainsight CEO Nick Mehta explains how the company structured its sales organization to cross-sell its product management software (PX) alongside its core customer success platform.
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“So what we created is a specialist team. That works with our main team, but is very focused on talking to that specific buyer and they're kind of an overlay. So both sides get comped, but the specialist team is good with that technical buyer who wants to just get to the product and skip the slides, basically.”
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