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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.
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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