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Conference Presentation

Panel: The Value of Project Management - How to Communicate It to Sales

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At TSIA, we've received a lot of inquiries from our members who are having a hard time selling project management with their professional services engagements. In looking at our data and speaking with services sales people, we've found that this issue is just one part of a much larger problem: the value a mature project management capability can bring to a project is not being fully understood on both sides of the deal. After all, if the value of project management isn't being communicated to sales, how can they be expected to convince your customers they need it?

Presented By:

James Cho

Director Research, Professional Services & Operational Best Practices, TSIA

Marc Solnet

VP, Professional Services, Americas, Riverbed Technology

Dave Montagne

Service Delivery Manager, Equinix

Publish Date: October 24, 2017

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Peg Rodarmel, SVP, Subscription Services, Infor

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