The Third Wave of Cloud with Chris Barbin, Founder & CEO, Tercera

TalkingSense

#CMO #cloud #branding #SaaS Wait, there’s a third wave of cloud? Did I miss the first two? Latané Conant, CMO of 6sense, and Chris Barbin, Founder & CEO, Tercera, talk about: -Private equity – capital, counsel, and connections -SaaS ecosystems, like SalesForce has built -Brand building: is it for customers, or your team? -Why meetings are expensive -The combination of software, tech, and professional services -Which Chris likes more: tequila or the restaurant business ======== Sneak preview: Latané Conant: What about as a software firm having professional services? Chris Barbin: I think every software company should have somewhere between 3%, 5%, 10% of their revenue that is services, call it customer success, call it enablement of your channel, of your ecosystem. But there's always a level of just solution selling, where I think a software company has to have that in-house, but those people being focused on the channel partners as well. How do you work together? Side by side, arm and arm. Latané Conant: Right. The software company needs to know how to successfully deploy a customer so they can then teach the ecosystem. It's like a teaching ground too.