Pre-Sales for Customer Success | Sumant Pal - Totango, Veritas

Alok Shukla, in a conversation with Sumant Pal, Ex-SVP of  Sales Engineering at Totango, Ex-Veritas, on why the presales and customer success are converging and why post-sales is the main revenue driver for most saas businesses.

Chapters

• 0:00 Introduction
• 6:16 Customer Value
• 9:45 Should CS be selling?
• 15:11 Are there CS tools for mid-market?
• 17:41 Are pre-sales systems different than CS systems?
• 21:04 Which activity to automate - Human or Product?
• 27:01 Should Product Managers be incentivized?