Conference Presentation

Effectively Integrating Professional Services Into the Solution Selling Motion (Workout)

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In product companies with embedded services, the professional services sales model has been closely tied to the product since the beginning. Despite that, professional services are often an afterthought in a product or solution sale. In fact, organizations without a dedicated PS sales team have extremely low attach rates for services. When services are positioned late in the sales process, it is nearly impossible to logically link them to the desired customer outcomes, and building a value proposition for them is just as difficult. And when the customer doesn't see the value, they typically pass on that part of the solution. This leads to a myriad of problems, from implementation all the way through value realization, hurting both the customer and provider. This session will focus on what it takes to effectively integrate PS into the solution selling motion, what best practices our members have put forth to address this, and discuss any new sales and delivery capabilities that are required. Utilizing the popular workout session format, participants define the discussion priorities and contribute to the problem solving. Participants should come prepared to share their company's practices and what has worked and what hasn't. Experienced and emerging PS providers will both benefit.

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

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