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There is general agreement that selling managed services differs significantly from selling other products and services. Even so, most are challenged to understand exactly why it's different and how that determines to the required type of sales professional. A managed services provider will face expensive problems if this is not well understood.
With long sales cycles, high cost of sales and high risk/reward of the opportunities, companies can realize significant ROI from clearly defining a success profile and building a sales team accordingly.
In what ways is selling managed services different? What does that mean to decisions about the sales team? What does a successful managed services sales person look like? How do you know if incumbent sales people can make the transition? Utilizing the popular workout session format, the session will explore these questions and gather insights and answers from the session participants.
VP Research, Managed Services, TSIA
Partner, Pretium Partners
Publish Date: May 3, 2017
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Peg Rodarmel, SVP, Subscription Services, Infor
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