Peeling Off the LAER(s)

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Anybody near a sales or customer success organization in the last couple years knows about the LAER model. The Land, Adopt, Expand, Renew (L.A.E.R.) cycle is designed to streamline the customer lifecycle. In practice, however, it often falls short. 

Why? Because its success depends upon another very important four-letter acronym—CaaS, or Content as a Subscription. 

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