Conference Presentation

Outcome Engineering to Accelerate Expand Selling Revenues

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TSIA defines outcome engineering (OE) as “the ability to consistently help customers achieve targeted business outcomes,” and TSIA is seeing more and more companies starting down the path of launching formal OE programs for both traditional services and XaaS. OE not only can strengthen your relationships with your customers, but is a highly effective means to accelerate revenue growth. In this session, Mark will present an outcome chain to highlight the key elements of Outcome Engineering you will need to consider as you look to accelerate revenue growth with your existing customers. Topics Mark will explore include: • The KPI’s needed for effective OE • The core capabilities companies need to build to be successful • Functional roles that are involved, and  • The technology that will enable effective OE

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Publish Date: May 4, 2016

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