This content is currently only available to TSIA members.

If you believe you are seeing this message in error,
please let us know.

Conference Presentation

Table Topics in the TSW _ EXPO _In-Person Only_

This report is for members only

Ask about TSIA membership to access.

Already a TSIA Member? Sign In.

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
  • 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

Presented By:

Publish Date: October 29, 2021

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

Experience Our Community

Our thriving community of 35,000 services leaders rely on TSIA insights every day.