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As service organizations in technology companies look to move beyond being product extenders and mature as B4B providers, the ability to engage prospects and clients at all levels and situations in a more consultative manner is mission critical. Land-and-expand selling, adoption services, and outcome-based solutions all require much more from PS personnel than traditional technology acumen. Today's PS professional must be able to identify, articulate, and manage every project with a consultative approach to every aspect of the engagement.
This includes all aspects of client interactions: Expressing solutions in terms of value derived (outcomes) instead of activities completed; conducting expand selling by focusing on problem-solving techniques and execution of the trusted advisor role; executing implementations with an eye toward adoption, not just successfully standing up systems, and doing this by influencing/driving the user community; and managing project scope, issues, and customer satisfaction in a more effective manner with advanced soft skills techniques.
Vice President, Professional and Managed Services, Compugen
Vice President, Research, TSIA
President and CEO, RTM Consulting
Publish Date: October 21, 2014
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.