Conference Presentation

Customer Success Enablement in Professional Services

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In this breakout session, Tom Schmidt, director of portfolio management at Cisco, will describe how an active portfolio management approach was used in creating a new portfolio architecture and framework to drive increased customer success. Within the IT industry, customers are driving a substantial shift away from buying individual capabilities and services to demanding solutions and outcomes.

The session will cover the key strategies and steps necessary to create and adopt a modular, simplified portfolio of capabilities in a way that makes it easier to build, quote, and sell offers. The creation of a simplified portfolio as a foundation for developing and selling solutions and outcomes will be explored along with examples of the types of tools, systems, and sales support changes that are necessary to support this shift. Examples and metrics will highlight the potential benefits and identify key readiness milestones in the journey to an outcome-based portfolio.

 

Presented By:

Tom Schmidt

Director, Product Management, Cisco Systems

Publish Date: May 4, 2015

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