Managed services providers have a lot at stake. With longer sales cycles, higher cost of sales, and high risk/reward of the opportunities, providers must not take the "same old sales" approach. Providers can realize significant ROI from deploying the proper sales model. Utilizing the popular workout session format, participants will help define the requirements, challenges, and best practices for a successful, consultative selling model. More complex than a regular annuity sale and completely different than the capital equipment sale, the managed services sales process model must be designed according the solution's complexity and the customer's buying process. From the buyers' point of view, utilizing managed services is a decision about choosing a business model that best achieves business objectives. The provider must have a sales process that recognizes this.