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From the buyers’ point of view, utilizing managed services is a decision about choosing a business model that best achieves business objectives. The provider must have a sales process that recognizes this; thus, the lessons in the book B4B are instructive where the authors emphasize the importance of selling business outcomes.
Business outcomes are the very source of value creation for the customer. They are the reason customers make investments in technology and services. So the customer won’t have difficulty focusing on it. But what are the business outcomes for managed services and how do you enable the sales professionals to make them the focal point of the sales process?
Utilizing the popular workout session format, participants define the discussion priorities and contribute to the problem solving. The session goal will be to identify top challenges of business outcomes-based selling, and then outline successful approaches to overcoming them. Participants should share their company’s practices and what has worked and what hasn’t. Both experienced and emerging MS providers will benefit.
Senior Director Research, TSIA
Principal, Pretium Partners
Publish Date: October 22, 2014
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Peg Rodarmel, SVP, Subscription Services, Infor
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