Conference Presentation

Embracing the Blur: Riverbed's Transformation

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Digital transformation has fundamentally changed how customers engage, procure and consume technology and service capabilities from technology vendors. It is imperative for technology providers to evolve, adapt and rethink their business to align and keep pace with the evolving market demands. 

The magnitude and pace of change required feels daunting and needs to factor in competing objectives of internal teams, partners and short-term board member or investor demands. Understanding where to begin the transformation, how to prioritize conflicting goals while managing executive management and investor needs are a standard part of the business transformation journey. 

While services are uniquely positioned to help sales and business units navigate this difficult transformation path, their efforts are often met with resistance and differing opinions preventing cross-functional alignment required for efficient and timely execution. 

In this session you will learn about one company's journey where Professional Services is driving fundamental change through a series of forward-thinking initiatives that have ultimately resulted in the consolidation of Technical Sales, Professional Services and Education Services to support the rapidly evolving needs of new and existing customers. 

Learn how Professional Services can be the source of innovation, inspiration, education, providing data driven solutions and consistently and repeatedly executing on strategic initiatives when stakes are high and good quality data is in limited supply. 

This session will provide key insights into how services is introducing new “as a service” business models, leading the charge in defining and creating customer success functions, enabling the sales shift from features-functions to business outcomes, leveraging data to create vertical sales plays and driving a company-wide customer first culture by creating a consolidated view of the customer journey and experience. The lines between services and sales are truly blurring.

Presented By:

Joel Hofman

VP, Global Professional Services & Technical Education, Riverbed Technology

Publish Date: June 25, 2018

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Peg Rodarmel, SVP, Subscription Services, Infor

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