Conference Presentation

Overcoming Organizational Friction Between Sales and Services to Accelerate Revenue Growth

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What can happen when a services team is chartered to accelerate revenue growth in conjunction with the product sales team? Organizational friction! Join Paolo Valente as he discusses how OpenText has begun to empower the Services team to drive new revenues with existing customers, while building a culture where various functions work well together to be successful. Paolo, who comes from a Product Sales background and now leads Support Program Sales, will discuss OpenText’s initiatives related to creating more optimized expand selling models and motions. Topics discussed will include:

  • Creation of sales compensation models drive revenue growth cost efficiently
  • Sales methodologies that help foster effective interaction between sales teams and build collaboration and trust
  • Defining of sales scope for each respective team to optimize scarce selling resources
  • Successes and ongoing challenges as OpenText continues on this expand selling journey


Presented By:

Paolo Valente

VP, Support Program Sales, OpenText

Publish Date: May 4, 2015

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Peg Rodarmel, SVP, Subscription Services, Infor

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