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As the old saying goes, compensation drives behavior. But before you can incentivize people to do something, you need to figure out what theyre doing, why theyre doing it, and what success actually looks like. In this session, TSIAs Steve Frost will talk about some of our core findings around XaaS compensation, not just for sales, but for all the functions in Land, Adopt, Expand, Renew (LAER) and how to think about compensation across the customer lifecycle.
Steve will be joined by Russ Nettle of Canon Medical Informatics and CJ Steiner of CDW. These two leaders have taken innovative approaches to their comp plans, and have seen dramatic and tangible results. Youll be able to ask your toughest questions around compensation, and leave feeling confident that you can create a compensation structure that reinforces the right behaviors for recurring revenue growth.
VP & Managing Director, Revenue Research and Advisory, Technology & Services Industry Association (TSIA)
Director, Services Sales, CDW
Global VP, Customer Success, Canon Medical Informatics
Publish Date: May 27, 2022
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.