Conference Presentation

How to Shorten Sales Cycles and Ramp Up Your Expand Selling via a Consultative Operational Adoption Workshop

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We live in a digital age where business performance is dependent on application performance. But increases in number of locations, distances, islands of infrastructure, and disaggregation of data often hinder application performance. An Operational Adoption Workshop is an onsite, services-led discovery and discussion session, utilizing a consultative approach and practical framework to develop a realistic plan to move a customer's organization up the performance management maturity model. In this session, Marc will demonstrate how to focus on what matters to the customer's business, tying key business objectives and issues to the notion that Application Performance Matters, and business VALUE is the most important criterion, not features, functions, or pricing. You will learn how to talk in terms of business value, based on a discussion framework that focuses on your customer's current state, desired future state, and a gap analysis of people, process, and technology. If your company is trying to grow revenue through expand, this is a session you won't want to miss!

Presented By:

Marc Solnet

VP, Professional Services Sales, Americas, Riverbed Technology

Publish Date: October 19, 2016

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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