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Elite sprinters dedicate their lives in hopes of winning Olympic gold; however, in the 4x100 sprint relay, success is not just determined by blazing speed—victory is the result of how well the team passes a 10-inch baton from one sprinter to the next. Fumbled handoffs result in failure. Passing the baton is a powerful metaphor for the challenge companies face trying to execute LAER with channel partners. Customer Success is often a new business function without processes and procedures that connect to existing go-to-market functions (e.g., sales). This makes it especially precarious when trying to choregraph the LAER model with an indirect route-to-market. In this session you will learn the four critical handshakes of LAER—when they occur in the lifecycle, who is involved, and how to ensure the customer does not get dropped when partners are engaged. Successfully connecting these transitions will mean the difference between gold-medal renewals and churn.
Director, Software and Services, Juniper Networks
Publish Date: May 7, 2021
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 technology and 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.