Conference Presentation

DaaS for Channel: The Ability to Simply and Effectively Configure, Price, and Quote

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A common challenge to companies evolving to services-led and as-a-service offerings is enabling Sales and Partners to configure, price and quote (CPQ) simply and effectively. Getting Sales to understand the importance of selling business outcomes, as opposed to product features, can be a daunting task. In this session, we will share lessons learned in our journey to a successful Device-as-a-Service offering to explain how tools, procedures, enablement and all focused on enabling the PIMO motion can result in profitable growth for both direct and channel sales teams while continually delighting customers. In order to have an effective as a service model for Channel, it is very important to reduce complexity. At the same time it important to come up with easy and simple solutions to Land, Adopt, Expand, and Renew (LAER) the overall DaaS offerings so as to bring better stickiness for partners with their customers and in turn providing right value for the customers.

Authored By:

HP

Publish Date: May 8, 2018

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