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Conference Presentation

Successfully Building and Selling Resident Services

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Enterprise customers today expect greater engagement from their vendors beyond the sales and support cycle. They expect vendors to help them define their long-term product strategies, implement those strategies, and help them operate their systems. Residency services are provided to help customers drive operational excellence and improve business agility. They can fill critical resource gaps with expertise to match your customer needs.

However, a robust residency business is more than some product part numbers. It is a unique line of business model that requires some specific elements to make it successful.

In this session you will:

  • Learn what a large scale residency portfolio consists of and how is it positioned and sold.
  • Discuss what is required to create and maintain the offerings.
  • Review the people aspect of staffing and delivering the services.
  • Discuss the operational and financial aspects of a staffing line of business.
  • Review lessons learned and good practice recommendations.


Presented By:

Steve Smith

Director, Professional Services Enablement, NetApp

Publish Date: October 21, 2015

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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