Conference Presentation

Powering Up with Dedicated PS Sales

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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:

  • Build the business case for organizational change.
  • Align product-service delivery functions to minimize tension.
  • Address more complex, longer sales cycles through quota and compensation.

If your company is exploring the business impacts of investing in dedicated services selling, this is a session you won't want to miss!

 

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

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