Conference Presentation

How Sales and Services Partner during Pre-Sales to Achieve Adoption and Outcomes

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The Adoption Plan is an essential building block of an Outcome Success Plan. Many customers are used to paying for project management for an implementation, but not for adoption planning to change user behavior to actually use the technical services being implemented. During the sales cycle, your Sales and Services teams can help guide the customer on what the Adoption Plan is and why it’s important, create an awareness and desire for it to be delivered, and ensure two outcomes: service revenue for you to construct the Adoption Plan, and 6x more likelihood of achieving customer success and your customer’s objectives with that plan in place. In this session, Microsoft will share how it uses change management principles during the sales cycle to grow services revenue for Microsoft and partners, and achieve customer success and ROI.

Presented By:

Alistair Lowe-Norris

Global Director, Microsoft

Publish Date: May 8, 2018

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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