| How to Resource the Managed XaaS Sales Process to Improve Win Rates

More complex than a regular annuity sale and completely different than the capital equipment sale, the managed XaaS sales model must be designed according to the customer’s buying process and stakeholders. A complete explanation of value, from strategic to operational, must be articulated. The provider must have a sales team with the right resources to engage the customer effectively. We’ll examine three important topics:Define the strategic, management, and operational value of managed XaaS solutions. When and how in the sales process do you leverage these important business outcomes? How do you resource the sales process to improve win rates?Utilizing the popular workout session format, participants contribute to the problem solving. Workouts are discussions and brainstorming, not presentations. Participants should share their company’s practices and what has worked and what hasn’t. All participants will receive a summary of the workout session results.