Conference Presentation

Collaboratively Building the Professional Services Outcome Chain

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Join us and help build a professional services outcome chain live during this session! Having the business conversation is a challenge for providers. Outcome chains are highly effective tools to illustrate how business outcomes are achieved through a provider’s solution. Using an outcome chain to support that conversation will focus the discussion on the customer executive’s business priorities and how they are achieved. In the professional services sale, engaging business decision makers throughout the process has important advantages. Chief among them is ensuring that the business merits of the investment are explained in a compelling business case, and outcome chains provide an important catalyst throughout that endeavor. This session is a group effort. Capitalizing on group discussion and creativity, we will build an outcome chain using the Outcome Chains tool. Participants will leave with a greater appreciation of how to build an outcome chain and how to leverage them in their business. The outcome chain we create in the session will be shared with all participants.

Presented By:

Bo Di Muccio

VP Research, Professional Services, TSIA

Kyle Andrews

Founding Partner, Pretium Partners

Publish Date: May 5, 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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