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.