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Conference Presentation

Accelerating Customer Time to Value With Professional Service Offers (Workout)

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Time to value is becoming a standard discussion point in the professional services world, and it's getting more important than ever. When measuring it, when does that time start? Does it start when the contract is signed, or as soon as the customer raises their hand and says, "I'm interested?" Can it be quantified for the customer?

Regardless of how you measure it, decreasing time to value is a critically important buying consideration.

  1. How do Sales and Delivery work together to speed up the sales process, thereby reducing time to value?
  2. How does the handoff happen?
  3. What about speed and precision in execution, and the hand "back" once value is achieved?
  4. What's in it for the salespeople?
  5. How do you know that value has been achieved?
  6. In XaaS offers, the value should grow indefinitely, so how do we create stickiness with the customer so we have the opportunity to create and add value over time?

Join us for this session as we focus on accelerating time to value. What we must do in Sales, Delivery, the handoff and execution, and manage those areas most effectively. We'll look at TSIA best practices along with those that our members have put forth to address this. Utilizing the popular workout session format, participants define the discussion priorities and contribute to the problem solving. Participants should come prepared to share their company's practices and what has worked and what hasn't. Experienced and emerging professional services providers will both benefit.

Presented By:

Bo Di Muccio

Distinguished VP, Professional Services Research, TSIA

Publish Date: October 17, 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

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