Conference Presentation

Driving Organizational Change to Achieve Effective Expand Selling

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Hewlett Packard Enterprise’s “Lead the Deal” Program: Successful Expand Selling Lead Generation through Organizational Alignment Presented by Yves-Marie Le Bay, Hewlett Packard Enterprise Hewlett Packard Enterprise Software has built a successful lead generation program called “Lead the Deal”,  targeted at existing Software customers. This program requires organizational alignment, collaboration, and process management to be successful. Join Yves-Marie Le Bay as he describes how Hewlett Packard Enterprise Software uses this unique expand selling program to achieve ever-increasing revenue generation goals for the company. The Journey from Transactional to Relational; from Sales to Client Success Presented by Mark Dorsett, Prosci What did we do when the strategy we’ve used has been very successful, the company has grown by 70% over the past two years, and we have become a recognized market leader?  We changed it.  In this session, Mark will share the journey Prosci is on to change the organization and its offerings so that the way Prosci interacts with its customers can go from Transactional 2 Relational, with a  focus shift from selling transactional offerings to client success, and the account expansion opportunities it creates.

Presented By:

Yves-Marie Le Bay

Worldwide Director, Lead the Deal Programs, Hewlett Packard Enterprise

Mark Dorsett

VP, Global Business and Strategic Partnerships, Prosci

Publish Date: May 4, 2016

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