The technology industry is in the midst of a transformation to subscription and XaaS models. This is causing major disruption in the traditional customer engagement models of technology companies because Sales teams can no longer close the deal and walk away. So how do you sort out the roles and responsibilities of Sales, Customer Success, Channel Partners, and Marketing in the midst of this transformation while growing your customers effectively and efficiently? We dive into this topic in our virtual summit, "Transforming Your Customer Engagement Model for Growth" - watch it on-demand!

About This Virtual Summit

This interactive online event, sponsored by Miller Heiman Group, provides deep insight into how you can leverage TSIA’s LAER (Land, Adopt, Expand, Renew) customer engagement model to drive cost-effective revenue growth throughout the customer lifecycle. Key discussion topics will include:

  • Understanding how Land, Adopt, Expand and Renew (LAER) all work together
  • Transforming your go-to-market structure with LAER as the roadmap
  • Developing key skills and capabilities across your customer touchpoints
  • The critical practices of adoption
  • Optimizing your renewal process for growth
  • The changing role of channel partners in a XaaS world

Click here to watch "Transforming Your Customer Engagement Model for Growth" on-demand.

Virtual Summit Agenda Topics and Speakers

  • The XaaS Transformation and the Need for a New Approach Steve Frost, VP & Managing Director, Revenue Research and Advisory, TSIA
  • The Cisco Go-to-Market Transformation Journey Ken Trombetta, SVP Go-to-Market Transformation, Cisco Systems and Martin Dove, VP, Subscription Sales Research, TSIA
  • Three Key Components to an Successful LAER Implementation Seleste Lunsford, Chief Research Officer, CSO Insights
  • The Customer Success and Renewals Handshake Jack Johnson, VP, Service Revenue Generation Research, TSIA and Mac Guidera, Sr. Director, Customer Success Research, TSIA
  • Guiding the Channel Partner Evolution for XaaS Readiness – Anne McClelland, VP, XaaS Channel Optimization Research, TSIA

Click here to watch this virtual summit on-demand.

 

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