Creating Customers for Life

Sandy Hogan

SVP, Worldwide Commercial and Partner Sales at Vmware

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Engaging with customers meaningfully and creating the right offers will get you sales. But delight buyers and offer strategic advice, outside the sales context, and you may secure a customer for life. Accelerated by increased cloud adoption, the channel industry has matured greatly over the last several years. But we're at a turning point. Partners must transform into cloud-driven organizations geared to a new SaaS-based world transformed by the pandemic. They must adapt to take advantage of demographic and technology shifts, new margin opportunities, and broadening ecosystems, all while at scale.

Key Takeaways:

  • Discuss how to transform partner experiences through a customer for life approah

  • Share point-of-view and learnings for how to create customers for life

  • Share best practices for channel partners to win in a SaaS world

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