Chapter 7 Sales Distribution & Segmentation Strategies In the cloud economy, I’m a proponent of the generalist approach because it focuses on what’s best for the customer. As a subscription- based business, the real sale begins once the initial opportunity is closed and we’ve found that customers appreciate it when there’s continuity on the sales front. Additionally, by being responsible for post- sales activities, this drives a level of accountability with the account executive to ensure that he or she isn’t closing sloppy business and throwing it over the fence for someone else to clean up. This balance of focusing on prospects and customers also leads to a continual focus on doing what’s right for the business, but mostly, for our customers. Couple that approach with a hub distribution sales model, and you’ll be setting yourself up for high efficiency, and fast growth.