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Companies often engage in value and outcome-based selling and invest in customer success to drive customer outcomes when the core products are not inherently designed to drive those outcomes. This creates a large gap that the customer engagement teams are performing heroics to close. Their efforts keep customers onside, engaged, and moving towards full value realization. But what if core products were inherently designed to drive the outcome? What if the outcome was embedded in the core design, just waiting to be unlocked? What would it take to discover, design, create and launch an embedded outcome-based product? In this session, TSIA's Laura Fay, Vice President & Managing Director, Offers Research, shares the research on what it takes, including the ideal customer profile, offer attributes, supplier practices and KPIs.
VP &Managing Director, Offers Research & Advisory, TSIA
Publish Date: May 6, 2021
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
The Technology & Services Industry Association (TSIA) is dedicated to helping technology and services organizations large and small grow and advance in the technology industry. Find out how you can achieve success, too. Call us at (858) 674-5491 or we can call you.