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Big tech companies have spent years catering to IT audiences to win accounts and keep customers happy. Yet, more and more, the buying power is shifting to Business Decision Makers - the likes of sales, finance, and HR leaders. The challenge is many companies are struggling with how to engage and talk to these "new" audiences, in compelling terms that drive real, meaningful business results. The key to winning the hearts and minds of BDMs is not as complicated as it seems. By shifting to an outcome-selling based approach, companies can increase their relevancy to their customers, driving greater top line growth and share of market. The trick is making common sense, common practice--and overcoming years of hard-wired business practice. Join Ashley Haynes-Gaspar as she shares the journey that Microsoft is on to drive a "customer outcome" mindset, skills, and capabilities at every level of the organization. This Keynote is sponsored by Gainsight.
General Manager, US Business Applications, Microsoft
Publish Date: October 19, 2018
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Peg Rodarmel, SVP, Subscription Services, Infor
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