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This 60-minute session will be split between two speakers for 30 minutes each. Session and speaker details listed below. Building Your Sales Teams' Services Relationship with Their Customers Presented by Erez Shani, Siemens This session will talk about how to enable software-focused sales teams to grow services business with their customers. You’ll learn about sales enablement workshops and tools that have proven successful in shifting sales teams' mindsets in the way they think about services. The workshops help sales teams develop services business based on two key principles: (1) Building a strong services relationship, i.e., moving your customer away from receiving free services, to becoming a trusted advisor for paid services, and (2) identifying good services catalysts, i.e., identifying challenges that can be resolved with services. Learn how the combination of these concepts can lead to accelerated growth in services in your organization. How We Connected Sales Campaigns to Service Solution Offers for an Accelerated Deal Lifecycle and Accelerated Customer Time to Value Presented by Jay Gorajia, SiemensProduct sales groups at most companies have transitioned from product-based selling to solution-based selling. This transition required changing the go-to-market approach from one that is feature-value based, to prescriptive approaches addressing business challenges. However, offers have typically not caught up with this transition. Traditional service offers tend get defined based on product installation and training. At Siemens, we go to market through “campaigns,” which contain all of the collateral to help clients address industry-specific challenges. Customer Success, Siemens' services portfolio group, is now aligning offers to sales campaigns to clearly articulate customer value realization through the deal lifecycle. This presentation will describe the campaigns, the journey we took in services to develop service offers that are a part of campaigns.
Business Development Director, Global Customer Success and Support, Siemens PLM
Director, Consulting, Siemens PLM
Publish Date: October 23, 2019
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
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