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Without an overlay sales force that's dedicated to selling services, your ability to drive demand of service solutions is significantly reduced at product-centric, partner-focused companies. But creating a services sales overlay isn't the right model for every organization and can be risky if you don't carefully consider the organizational design, business processes, and compensation structure. By attending this session, you'll learn why Riverbed Technology transitioned to a dedicated services sales model and how the company is accelerating professional services participation and attach rates, increasing customer satisfaction, and accelerating technology adoption. In addition to examining overall pros and cons, you'll receive practical advice on how to:
If your company is exploring the business impacts of investing in dedicated services selling, this is a session you won't want to miss!
Senior Director, Services Sales, Riverbed Technology, Inc.
Publish Date: October 21, 2014
TSIA is well worth the investment. This is the one place where you can come and get a fusion of ideas that you can then marry up to the goals and objectives of your organization and boil that down into several actionable plans that you can implement over the next 6 months to a year.
Peg Rodarmel, SVP, Subscription Services, Infor
The Technology Services Industry Association (TSIA) is dedicated to helping services organizations large and small grow and advance in the technology industry. Find out how you can achieve success, too. Call us at (858) 674-5491 or we can call you.