Conference Presentation

How PTC Sales Support Transformed Their Value for Customers

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PTC maintenance renewals have long been a sustaining revenue source for the organization. As the company scaled and segmented their customer base, new customer needs and PTC capabilities emerged. These drivers triggered the need for a more refined and customer-centric engagement throughout the relationship lifespan. Software maintenance sales needed to transform from a transactional focus to an insightful, customer-business-aware, value-oriented sales organization. 

The engagement with Force Management delivered a PTC-specific and customer business-oriented value mindset, an engagement process, a management operating rhythm, specific tools, and fully developed content. The training focused on real-world examples for executing the methods, using the tools, and readying participants for the required behavioral and habit changes.

Our outcome-focused project has delivered positive business results which will be reviewed in this session, including improvement in performance, renewal rates, and upsell/cross-sell of premium support services.  

 

Presented By:

Dan Dawson

Senior Partner, Force Management, LLC

Joe Quarella

VP Global Support, PTC

Publish Date: May 5, 2015

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