Conference Presentation

Panel | From Technologist to Consultant in Professional Services: What Got You Here Won't Get You There

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PSOs have traditionally spent a lot of time, money, and effort training service practitioners on their products and technology. But given all of the change and transformation happening in technology services today, is that still the right investment? Our customers are telling us it's not their demands and expectations for better business outcomes from us as their solution providers have never been higher. Land and expand selling, leveraging professional services to drive adoption, and engineering outcome-based solutions all require a more consultative skill set than traditional technology acumen.

It takes skills like effectively engaging customers at all levels, establishing trusted relationships, providing effective counsel and advice, and identifying new opportunities to upsell company solutions the high-value soft skills today's service practitioner needs. Ryan Childers of RTM Consulting and Bo DiMuccio of TSIA will moderate this panel session that brings together PSO leaders who have insight and experience growing and developing the skill set of their service practitioners with the goal of delivering higher-value outcomes for customers. The panel will explore the key skills today's service practitioners need to be successful and the essential steps to develop them. Potential Panelists: NCR, Compugen, Palo Alto Networks, Teradata

Presented By:

Bo Di Muccio

Distinguished VP, Professional Services Research, TSIA

Publish Date: October 22, 2018

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Peg Rodarmel, SVP, Subscription Services, Infor

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