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As new technologies increasingly impact a customer’s organizational and business requirements, the need for technology vendors to do more than just “sell the box” rises dramatically. Vendors that recognize this trend are looking to increase the business value of their “solutions” and for ways to lead sales with services. Juniper Networks introduced Professional Services Assessments in 2013 and has delivered a variety of these engagements worldwide. This session will outline the process for developing assessments, how the methodology was standardized, and how pricing was determined, and will give examples of successful engagements. Additionally, Juniper had enabled partners to deliver these assessments, and cases of successful efforts will also be highlighted.
VP, WW Professional Services, Juniper Networks
Publish Date: May 6, 2015
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Peg Rodarmel, SVP, Subscription Services, Infor
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