47 min
The Value Erosion Battle – Leveraging Time and Consumption to Win
Steve Garrett, Head of Global Customer Success, Commvault - Digital Transformation initiatives continue to fuel the migration of on-prem computing to cloud services – enabling customers to benefit from reduced costs related to managed services and infrastructure. The unintended consequence in this paradigm shift, and the ensuing licensing models, demand a transformation in how Customer Success organizations drive Value and assess Risk. Many Customer Success organizations are caught off guard with the criticality of Time in this new world of SaaS we live in, given our collective muscle memory related to on-prem multi-year deals that guaranteed maintenance revenue. Today, SaaS delivery is very simple – They Use It or You Lose It.
