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Conference Presentation

Professional Services as a LAER Engine: Understanding the Latest Best Practices and KPIs

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If you've been following anything TSIA has been doing or saying for the last 5 years or so, you know how obsessed we are about the LAER model: Land, Adopt, Expand, Renew. This isn't just an alphabet soup or a bunch of buzzwords. In fact, we believe that LAER is the best set of operating principles for just about any technology company today. The LAER model is not a set of concepts specific to professional services. It's really meant to describe the technology firm's overall customer life cycle, particularly those firms that operate in an environment of technology-as-a-service (XaaS) where the focus is, at least in part, on recurring revenue streams. The relevance of LAER for professional services (PS) leaders is simply this: You can and should provide value to the company across the board, not only in the context of your traditional strengths. There are, in other words, opportunities for PS in every phase of LAER. In this session, learn about practices and key metrics related to being a better LAER engine for your company by: driving professional services revenue and margins; helping accelerate product growth; influencing customer success and customer value realization.

Presented By:

Bo Di Muccio

Distinguished VP, Professional Services Research, TSIA

Publish Date: October 16, 2018

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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