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Conference Presentation

Moving from Product Lines to Customer Solutions

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Enterprise customers have moved from wanting products to demanding business solutions. Managing the technical complexity of a vendor solution, especially one that integrates with other vendor's solutions, is often too complex, takes too long to deploy and doesn't properly solve the business need once it is operating. Enterprises are looking to cloud-based solutions to provide them well managed in-place solutions that can be applied to their business needs, can scale up and down and can be used in a Lego-like fashion to build the solution they require. In this session, we discuss the transition of a company from a product and service line view of the world to one where the customer requirements and customer solutions drive the sales and customer success process. The structures of a traditional company align around product and service lines, and the organization resists change at every step. We discuss how to push the organization through this change to better align with current market demands.

Presented By:

John Bartlett

Sr. Director, Business Development, Polycom

Publish Date: May 2, 2017

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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