Conference Presentation

Sales and Marketing Alignment for Growth and Outcomes

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There has long been a debilitating disconnect between marketing and sales functions. The divide, due to cultural rivalry or simple neglect, leads to significant waste of sales and marketing efforts resulting in poor understanding of value and a very inconsistent approach to defining it, inconsistent customer messaging, poor sales readiness, ineffective sales conversations, and more. This cultural baggage combined with new solutions (managed XaaS) and selling models (selling business outcomes, LAER, etc.), presents a pressing need for change.

This session will focus on key areas of sales and marketing alignment and specific recommendations to create a well synchronized sales and marketing relationship. Utilizing the popular workout session format, participants define the discussion priorities and contribute to the problem solving. Workouts are discussions, not presentations. Participants should share their company's practices and what has worked and what hasn't. Experienced and emerging MS providers will both benefit.

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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