Conference Presentation

(ABS) Always Be Selling: How to Improve the Sales Orientation of Your PS Organization

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Professional Services Organizations (PSOs) should always be looking to have a direct impact on their revenue goals and targets, and not be solely reliant on product sales teams for developing business. PSOs are in a unique position in that they are highly engaged with customers during delivery. The interactions and relationships that occur during delivery are great opportunities to grow services revenue while continuing to serve your customers. How can you achieve this? Where do you start? This session brings together a panel of individuals who have insight and direct experience with improving their PS organization’s sales orientation with the goal of driving more revenue while still delivering for customers. The panel will explore the economics of selling services, roles and responsibilities for selling across the range of PS roles and steps taken to educate and orient delivery consultants toward business development. 

Marc Lacroix of RTMC and Bo DiMuccio of TSIA will moderate this highly interactive panel session. Attend this session to help map your strategy on how to take more control over driving revenue growth for your organization.

Presented By:

Bo Di Muccio

Distinguished VP, Professional Services Research, TSIA

Marc Lacroix

Managing Partner, RTM Consulting

Aldo Trezza

PS Portfolio Management, Genesys Telecommunications Laboratories

Publish Date: May 11, 2018

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