Conference Presentation

Helping Your Customer Build the Business Case for Managed Services (Workout)

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From the buyers' point of view, utilizing managed services is a decision about choosing a business model to achieve desired business objectives. They are looking for business outcomes. During the sales process, providers must be proficient at defining business outcomes achieved and translating them to value. The value assessment must include financial and non-financial value, ROI, strategic alignment, risk factors and mitigation, and more. This is done in a business case built collaboratively with the customer. What are the most valuable elements of the managed services business case? What are the keys to successful business case selling? Utilizing the popular workout session format, participants will explore these questions and gain insights from the session leaders and the other participants. Participants should share their company's practices and what has worked and what hasn't.

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Publish Date: October 25, 2017

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Peg Rodarmel, SVP, Subscription Services, Infor

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