Opening Keynote | Setting the Conditions for Success (sponsored by CSS Corp)

We already know that renewable offers force tech companies to put a premium on customer success. Companies are implementing new processes and building new teams to accommodate that requirement. But when do customer success activities really begin? Is it before or after the subscription agreement is signed? TSIA believes that what happens in the pre-sales phase is one of if not THE most important parts of the subscription customer lifecycle. There are new topics to be broached with the customer, new needs and resources that need to be aligned, new services that must be sold. Most companies have not really forced much change into their pre-sales processes and are selling subscriptions in much the same manner they historically sold capital HW and SW assets. This session will focus on what should change in the sales cycle, who should do what and what incentives and compensation models work best to drive new sales behaviors. In essence, what is the next generation sales interface to make Adopt, Expand and Renew easy to accomplish?