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In Blackbaud’s shift to SaaS and consumption-based pricing models for software, there is a growing need for services that drive client success and outcomes. These services are often best identified and positioned not by the sales staff, but by the “boots on the ground” services professionals that work closely with clients during the time of software adoption and outcome realization. At Blackbaud, once this shift was identified, we knew we needed to harness the opportunity, becoming better partners to our customers while ensuring a strong professional services revenue trajectory for Blackbaud. UpServe is a term borrowed from the book To Sell is Human, by Daniel Pink, that refers to the idea of expand selling--when client-facing, NON-sales resources recommend training and services that will help customers be more successful with their software solutions. Come learn how Blackbaud implemented the UpServe program, set goals, created a change management plan, and infiltrated the mentality within PS, leading to strong financial results and a new way to position and sell services, all while ensuring our clients’ continued delight and success.
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
The Technology Services Industry Association (TSIA) is dedicated to helping services organizations large and small grow and advance in the technology industry. Find out how you can achieve success, too. Call us at (858) 674-5491 or we can call you.