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From the buyers’ point of view, utilizing managed services is a decision about choosing a business model that best achieves business objectives. They are looking for business outcomes. Business outcomes are the very source of value creation for customers. 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. Utilizing the popular workout session format, participants define the discussion priorities and contribute to the problem solving. The session goal will be to identify the key elements of the managed services business case and the keys to successful business case selling. Participants should share their company’s practices and what has worked and what hasn’t. Experienced and emerging MS providers will both benefit.
Senior Director Research, TSIA
Principal, Pretium Partners
Publish Date: May 5, 2015
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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