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Conference Presentation

The Realities of Segmentation: What’s New and What’s Working in Sales?

This report is for CRO Council members only

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The topic of segmentation is nothing new to sales leaders, however the role of segmentation is rapidly changing as companies are under more pressure to grow subscription and XaaS revenues. Sales leaders are having to consider new ways to segment prospects and existing customers as they look to identify how to sell more of their new offers and how to migrate existing customers from legacy technology solutions. This creates a new set of challenges around territory management, defining new roles and responsibilities, and, of course, how do you measure and compensate the right behaviors. By attending this session you will:

  • Understand some of the segmentation practices that member companies have leveraged to:
    • Grow XaaS revenues from new customers 
    • Migrate existing customers to new offers
  • Understand the metrics that matter when looking at segmentation performance 
  • Understand the skills and capabilities to develop and invest in as you adopt a new approach to segmentation
  • Have an appreciation for the systems and tools that can help you on your segmentation journey Working sessions on a specific business challenge.

Attendees will be broken up into smaller teams to brainstorm on the challenge, which will then be shared with the entire group. To ensure the best collaborative experience, space is limited. You must sign up in advance and watch pre-recorded content to prepare for the session.
Tracks: Business Challenge Accelerator, Subscription Sales

Presented By:

Publish Date: December 10, 2020

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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