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Conference Presentation

XaaS Partner Success: Completing the Four Critical Handshakes of LAER

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Elite sprinters dedicate their lives in hopes of winning Olympic gold; however, in the 4x100 sprint relay, success is not just determined by blazing speed—victory is the result of how well the team passes a 10-inch baton from one sprinter to the next. Fumbled handoffs result in failure. Passing the baton is a powerful metaphor for the challenge companies face trying to execute LAER with channel partners. Customer Success is often a new business function without processes and procedures that connect to existing go-to-market functions (e.g., sales). This makes it especially precarious when trying to choregraph the LAER model with an indirect route-to-market. In this session you will learn the four critical handshakes of LAER—when they occur in the lifecycle, who is involved, and how to ensure the customer does not get dropped when partners are engaged. Successfully connecting these transitions will mean the difference between gold-medal renewals and churn.

Presented By:

Jared Raftery

Director, Software and Services, Juniper Networks

Publish Date: May 7, 2021

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