Conference Presentation

Closing Keynote: What Will Accelerate the Blending of Sales and Services?

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Up until the 1990s it was common for Services to report to Sales. Services was thought of as a regional activity and usually reported to a Regional leader\'85who was usually a sales executive who reported to the global sales leader. That did not work. Services resources got pulled into non-billable pre-sales activities. Service experiences and offers were globally inconsistent. And service margins suffered as regions duplicated functions, technologies and resources. Then we went the route of separating services into their own global organization (s) that most commonly reported straight line to the global services exec and maybe dotted line to the region. That cured a lot of ills of the previous model. The financials for most service organizations improved, global customers had consistent experiences and investments could be amortized across many regions. Now we are at yet another inflection point. We want to bring sales and services back together again for the good of the customer and the growth of our top line. But how do we do that smartly? And what will be the catalyst to accelerate this transformation inside your business. J.B. Wood, TSIA CEO, will give you his perspective on what this re-kindled friendship is going to look like so that we get the best of both worlds and who (or what) will cause companies to move faster to get there.

Presented By:

J.B. Wood

President and CEO, TSIA

Publish Date: May 11, 2018

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