Conference Presentation

Accelerating Customer Time to Value Through Sales Enablement Best Practices in Professional Services

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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.

Presented By:

Erez Shani

Business Development Director, Global Customer Success and Support, Siemens PLM

Jay Gorajia

Director, Consulting, Siemens PLM

Publish Date: October 23, 2019

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