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Most organizations feel the pain of sales and delivery not being in alignment. This disconnect, whether due to lack or trust, different risk tolerance levels or simple neglect, leads to incorrect customer expectations, poorly scoped projects, resource utilization issues and even lost customers. This cultural baggage combined with new solutions (XaaS) and selling models (selling business outcomes, LAER, etc.), presents a pressing need for change. This session will focus on key areas of sales and delivery alignment and specific recommendations to create a well synchronized sales and delivery function. Utilizing the popular workout session format, participants define the discussion priorities and contribute to the problem solving. Workouts are discussions, not presentations. Participants should share their company's practices and what has worked and what hasn't. Experienced and emerging PS providers will both benefit.
VP Research, Professional Services, TSIA
Partner, Pretium Partners
Publish Date: October 19, 2016
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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