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Conference Presentation

Keynote | The Future of Enterprise Selling: A Fireside Chat

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As technology-driven industries move toward selling subscriptions and promising business outcomes, the operating models of tech companies must also change. For years, we have been re-assessing the functions of services and success organizations to optimize high adoption, expansion, and renewals.  But what about sales? Is landing a subscription deal different from selling capital assets? Are the traditional sales skills that companies coveted in the past, the same skills that are needed going forward? How do we combat the trend toward higher sales costs we see in XaaS companies? What are new behaviors that our sellers need to master to enable an effective LAER lifecycle? Will services be more or less present in pre-sales activities moving forward?   This keynote will be led by J.B. Wood, President & CEO of TSIA, and Jeff Sharritts, Senior Vice President, Americas at Cisco Systems who leads the 6500-person Americas organization with more than $30B in revenue.   J.B. and Jeff will discuss and debate these critical topics in a way that will help you accelerate your insight into how your company’s sales and services organizations will work together in the future. 

Presented By:

J.B. Wood

President and CEO, TSIA

Jeff Sharritts

SVP, Americas, Cisco Systems

Publish Date: January 21, 2020

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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