Conference Presentation

Consultants as Sellers (Workout)

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In product companies with embedded services, the professional services sales model has been closely tied to the product since the beginning. Despite that, professional services are often an afterthought in a product or solution sale. Part of that issue centers around who sells services, and when. When examining the entire sales motion, where does the consultant, or more broadly, delivery, fit into it? Most companies have hired consultants to deliver, but not to sell. As that role changes, how do companies adapt? How do they manage that consulting team, some who can sell and want to, and others who can’t or don’t want to? What are the sales and service management implications? Join this session as we focus on the consultant as a seller. What it takes to hire, train and integrate consultants into the sales motion, and manage them. We’ll look at TSIA best practices along with those that our members have put forth to address this. Utilizing the popular workout session format, participants define the discussion priorities and contribute to the problem solving. Participants should come prepared to share their company’s practices and what has worked and what hasn’t. Experienced and emerging PS providers will both benefit.

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TSIA

Publish Date: May 9, 2018

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