Grab your breakfast in the TSW | EXPO and join us Tuesday morning for an engaging table topic discussion. We've planned a great lineup of topics to choose from.
Tuesday, October 19, 7:30 AM - 8:15 AM
Location: TSW | EXPO, Bristlecone Ballroom, West Level 1
TABLE 1
How to Effectively Monetize Customer Success - facilitated by Stephen Fulkerson and Hal Stanley, TSIA
- Will customers really pay for a monetized customer success offering?
- Which customer success offer design capabilities drive the highest customer satisfaction and renewal rates over time?
- What are the attributes typically included in monetized and non-monetized customer success offerings today?
- Which customer success service pricing strategies help to drive company margin and revenue growth?
- How does discipline around discounting and initial attach policies impact the value delivered and realized from customer success offerings?
TABLE 2
Building Value from the Product Management and Customer Success Handshake - facilitated by Laura Fay and Marc Troyan, TSIA
- How does PM and CS work together to help with customer adoption?
- What is the best way to build the feedback loop between PM and CS?
- What are the formal processes of engagement between the functions?
- Does Product Management have a role in the monetization of Customer Success?
TABLE 3
The Handshake Between Customer Success and the Renewals Team - facilitated by Jack Johnson and Darlene Kelly, TSIA
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What are the common capabilities to contribute to companies’ revenue performance?
- Who Should Own Revenue with Complexity and Capability Factors?
- What are best practices for the Renewal Cadence depending on complexity?
TABLE 4
Partner Enablement for XaaS - facilitated by Jared Raftery, TSIA
- How do you help partners stand up Customer Success practices?
- How do you help partners deliver across the LAER model?
- What incentives, training, and tools do you use to enable partners?
- What metrics do you use to track partner performance?
TABLE 5
Come Join in the Conversation Around Resource Management, Share Your Insight or Listen in. We will be Covering Key Things Around Resource Management - facilitated by Bo Di Muccio and Dave Young, TSIA
- How to make resource management more interesting to the business
- Forecasting supply and demand is getting harder for many, come and share your insight
- How accurate can headcount forecasting be 6-12 months out?
- Flexible consumption models and subscription services are putting pressure on resource management