Date: October 21, 2015

Author: Tom Schmidt - Cisco Systems

Within the IT industry, customers are driving a substantial shift away from buying individual capabilities and services to demanding solutions and outcomes. In this session, Tom Schmidt, director of Portfolio Management at Cisco, will describe how to transition from the development of discrete services to the development of solutions that enable customer outcomes. He will cover the key strategies and steps necessary to create service solutions and outcome-based offers, demonstrating the use of outcome value chains. Examples and metrics will highlight the potential benefits and identify key readiness milestones in the journey to an outcome-based portfolio. The opportunity for increased customer revenue will be highlighted along with the organizational changes, tools, systems, and sales support changes that are necessary to support this shift and realize the benefits.

Applicable Disciplines:
Professional Services,Service Revenue Generation-Recurring,Support Services,Expand Selling

Growing Customers, Services Transformation, Customer Success, B4B, Business Outcomes

Functional Areas:
Operations,Service Delivery,Strategy