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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:
Distinguished VP, Professional Services Research, TSIA
Managing Partner, RTM Consulting
PS Portfolio Management, Genesys Telecommunications Laboratories
Publish Date: May 11, 2018
TSIA is well worth the investment. This is the one place where you can come and get a fusion of ideas that you can then marry up to the goals and objectives of your organization and boil that down into several actionable plans that you can implement over the next 6 months to a year.
Peg Rodarmel, SVP, Subscription Services, Infor