Are Sales Specialists the Solution?
FEBRUARY 28, 2023
Nearly a decade ago, TSIA proposed the LAER (Land, Adopt, Expand, Renew) model as the blueprint for customer engagement in a XaaS-and subscription revenue-driven world. Companies that have embraced the LAER framework have seen accelerated growth and have adapted to the XaaS world far better than those who haven’t. However, just as no letter in LAER stands alone, the groups that perform the functions of the LAER model have to be fully aligned in order to capture the cost reduction and growt
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