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Conference Presentation

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

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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. 

Presented By:

George Humphrey

VP, Managed Services Research, TSIA

Bill Hall

Partner, Pretium Partners

Martin Dove

VP, Subscription Sales Research, TSIA

Publish Date: October 22, 2019

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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