Making GTM Successful
M&A Science
00:00
How to Create a Pilot Account for a Cloud Solution
The first step is articulate the vision y we're acquiring this business. This is where we see the market opportunity, start shaping what that looks like. As you move through the process, you may pick up some details, but it's not until after you close that you're going to create a pilot maybe starting off with some of those light customers. And as we do more and more of those first few accounts, four or five of them, then we have the approach pretty much straight for finalizing in terms of what kind of approach worts for the type of customers that we have.
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