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Conference Presentation

Enabling LAER Through Functional Collaboration

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Execution of the LAER (Land, Adopt, Expand, Renew) engagement model to drive revenue growth can come with challenges.

Technology portfolios are complex, new XaaS revenue models create additional considerations, and customers continue to be demanding outside of the traditional scope of services. To serve these expectations and realize the benefits of the LAER model, customer-facing resources need to stay current and knowledgeable on all dimensions. Organizations need to combat the armies of global, fragmented, and "uncoordinated" customer-facing resources by energizing resources and structuring governance.

Come to this session to learn about:

  • Leveraging peers to recognize new opportunities
  • Enabling faster response times to customers (vs. digging through a black hole knowledge repository)
  • Increasing innovation through cross-functional collaboration
  • Reducing attrition as resources feel more connected and engaged with peers


Presented By:

Ron Otocki

Director, PwC

W. Daniel Garretson, Ph.D.

Independent Consultant, Garretson LLC

Publish Date: October 18, 2016

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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