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Conference Presentation

Closing Keynote | Engineering Customer Outcomes: Closing the Hype-Reality Gap (sponsored by Mavenlink)

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Technology providers are sprinting, not walking, to the promise of delivering tangible business outcomes to their customers. To understand the market dynamics behind this shift, read The Haves and Have Nots of the Technology Industry. But let’s be intellectually honest here. Many of the technology providers promoting their commitment to delivering business outcomes are not in a position to cash the check their marketing team is writing. To be successful in this endeavor, technology providers will need to master the discipline of outcome engineering. TSIA defines outcome engineering as “the ability to consistently help customers achieve targeted business outcomes.” There is a significant capabilities gap in the industry. This is the gap between the hype of outcome engineering and current reality. That gap needs to close. Customers are expecting their technology vendors to consistently deliver promised business outcomes. And successful technology providers will do just that. To help technology providers close this capability gap, this closing presentation by Executive Director Thomas Lah will cover the following ground: Critical capabilities required for Outcome Engineering Examples of Outcome Based offers Five specific steps to help close the hype-reality gap of outcome engineering Sponsored by Mavenlink.

Presented By:

Thomas Lah

Executive Director and EVP, TSIA

Publish Date: May 7, 2021

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