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Conference Presentation

Workout | Selling Managed XaaS to Business Buyers

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Selling subscription services such as Managed X-as-a-Service presents new challenges for the sales team. Chief among them is effectively engaging business and executive level buyers.  Traditional product sales teams are comfortable in the Land sales motion with technical buyers, focused on technology and capabilities. Selling subscription-based managed services must be done from the top down. Selling to executives not only is outside most sales people’s comfort zone, it requires rethinking sales and marketing processes.  George Humphrey, TSIA VP managed services research, and Martin Dove, TSIA VP subscription sales research, join Bill Hall, partner with Pretium Partners for this excellent session. The goal is to identify the challenges and requirements for successfully selling Managed XaaS to business buyers. Utilizing the popular workout session format, participants are central to the problem solving and learning experience. You should share their company’s practices, what has worked and what hasn’t. The session’s findings will be summarized and provided to all who attend.  

Presented By:

George Humphrey

VP, Managed Services Research, TSIA

Publish Date: May 7, 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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