Conference Presentation

Successfully Blending PS and Sales: Tips, Tricks and Best Practices from the Industry

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The blending of services and sales is a longer-term trend in technology that is now coming to a head a result of industry transformation, technology as a service, the growth in importance of LAER, ARR and the like. How does that land from a PS perspective? To find out and to get some tips from the trenches, we've put together a fantastic panel of proven PS leaders. In this panel discussion, we'll touch up key aspects of the blending of services and sales from a PS standpoint, including topics like: The art and science of selling professional services; successful outcome engineering frameworks and offers; making a high-impact selling engine out of your PS delivery team; creative compensation models to incentivize PS sales; leveraging PS in the subscription renewal motion; and best practice demand generation for professional services.

Presented By:

Bo Di Muccio

Distinguished VP, Professional Services Research, TSIA

Caralyn Brace

VP, Advanced Services Partner Evolution & Market Development, Cisco Systems

Jonathan Nikols

Global Head of DaaS, Hewlett-Packard Enterprise

Publish Date: May 8, 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