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Convincing prospects to change the status quo is difficult, and sales managers need all of the help they can get to overcome objections of moving to a new technology partner. One way to mitigate the risk of trying new technologies is to assure the prospect that the new vendor will be there all along the way. With this concept in mind, Juniper Networks designed, piloted, and launched a transformational service called New Customer Onboarding in early 2013. This service was optimized to ease the transition to Juniper technology for those prospects that are new to Juniper. This service crosses delivery functions within Juniper and is delivered by existing resources. This session will describe how the services, sales, and marketing organization worked together to identify the need, designed the new service, educated the sales teams about the service, and how the service has become a mainstream offering.
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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