Conference Presentation

Tapping the Sales Potential from Your Managed Services Delivery Functions: Increase Revenue and Improve Customer Success (Workout)

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MS providers are realizing the untapped value in their delivery functions: Delivery managers, engineers, the deal desk, customer service, program management and others. They are all uniquely positioned to influence the customers’ perception of value, improve customer satisfaction, understand new value creation opportunities, consult with the customer about new ways improve business outcomes, and more. How can these functions be leveraged to improve revenue and margin? What are the appropriate sales activities? What are the challenges of creating success in this model? In the always-popular workout session format, participants will address these questions and develop recommendations. Participants should share their company’s practices and what has worked and what hasn’t.

Presented By:

George Humphrey

VP, Managed Services Research, TSIA

Bill Hall

Partner, Pretium Partners

Publish Date: May 18, 2018

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