It’s becoming increasingly important to ensure you have connected/spoken with the post-sales team prior to signing your new cloud software subscription.  Why? The answer is simple, especially for more complex enterprise systems.  The model of how cloud software is sold motivates sales reps to “Sell the Vision” (this is actually what it is referred to) or show the “Art of the Possible” (another common phrase). Ideally, by juuuuust about any means necessary in order to hit their sales target for the quarter. However, both of these phrases aren’t grounded in the reality of what you are about to sign on the dotted line for.  Unless a specific time frame can be put around when you will realize said vision or possibility, I’d suggest getting a good idea of what things will actually look like once that sales rep has moved onto the next deal. Who better to have that conversation with than a member of the Customer Success (CS) team (assuming the cloud software provider has set up this critical