Conference Presentation

Need "Trusted Advisors" to Sell Services? Look to Your Field Service Engineers

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“Trusted advisor” is the coveted status sought by every salesperson on the planet. And your field service engineers can claim that status because of their 40-50 customer visits a month.

Customers are looking for assistance to fully adopt product features and to reap the promised return on investment. Field services are uniquely positioned to provide this service as part of their daily duties.

During this power hour, we will discuss field service best practices for driving adoption and upselling to premium maintenance and support tiers. Topics include how to:

  • Leverage field service engineers to cross sell and upsell as a natural part of their job
  • Establish field service Land-Adopt-Expand-Renew (LAER) practices
  • Develop field service expand offers that a field service engineer can identify during the normal course of business
  • Incent field service engineers to identify cross sell and upsell opportunities, including cash incentive and non-monetary recognition

Presented By:

Vele Galovski

VP, Field Services Research, TSIA

Publish Date: May 7, 2018

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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