Watch Gail Goodman's presentation "How to negotiate the long, slow, SaaS ramp of death" [1] for an interesting discussion of this. (Skip ahead to 20:42 for her

Watch Gail Goodman's presentation "How to negotiate the long, slow, SaaS ramp of death" [1] for an interesting discussion of this. (Skip ahead to 20:42 for her description of "coaches".) [1] http://businessofsoftware.org/2013/02/gail-goodman-constant-contact-how-to-negotiate-the-long-slow-saas-ramp-of-death/ http://businessofsoftware.org/2013/02/gail-goodman-constant-... (edit: presentation title)