Conference Presentation

The Role of Pre-Sales in Customer Success

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The delivery of measurable value to customers - yes, that's the foundation of retaining and expanding customers...the foundation of customer success...the foundation of your subscription business model.  But how do we ensure that our Customer Success Organizations are given the best chance to achieve and sustain that delivery of value to customers? The answer: by evolving the role of pre-sales to one that has shared accountability for the execution of the Customer ValueCycle.   In this session, we will: Define the Customer ValueCycle and explain why the economics of your subscription revenue model dictate that this cycle must start during customer acquisition Explore what the role of pre-sales has traditionally been in software companies Explain how you can evolve the role of pre-sales in your company to eliminate some of the biggest challenges faced by software companies in attempting to execute an effective customer success strategy Prescribe what some of the critical strategy components are to ensure that evolution is successful. 

Presented By:

Ross Fulton

CEO, Valuize Consulting

Kevin Meeks

VP, Global CSM and Renewals, Splunk

Publish Date: October 22, 2019

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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