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Are your service providers aligned with your strategic objectives? The majority of relationships aren’t nearly as successful as they should be because they’re not based on YOUR business outcomes. That’s why forward-thinking OEMs like Cisco are moving to outcome-based models, where sellers become partners who share the risks/rewards of achieving their goals. However, this emerging evolution is fraught with challenges and uncertainties surrounding the changing dynamics among OEM stakeholders, such as tech support, inventory management, field services and procurement, and between OEMs and partners. In this session, Cisco will discuss why they’re moving to an outcome-based model and OnProcess will review the steps they’re taking to ensure successful partnerships and lessons learned, including: establishing earlier, more extensive engagement between OEM stakeholders to specify business goals; engaging potential partners before developing RFPs; vetting KPI baselines for level 4 partnerships; and developing a graduated approach from purely cost-based to outcome-based relationships.
EVP Sales & Marketing, OnProcess
Director, Global Service Operations, Cisco Systems
Publish Date: May 4, 2016
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Peg Rodarmel, SVP, Subscription Services, Infor
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