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Date: October 21, 2015

Author: Miron Mizrahi - HP Software (HPSW)

Description:
Tech services revenue streams have become–with “everything-as-a-service”–fully dependent on delivering customer value. The Land - Adopt - Expand - Renew model simply does not work unless customers gain value and fully adopt your solution. However, the only way to get true value from an IT project (or any project) is to drive adoption by carefully managing the “embracement of the change” process. Adjusting to a new way of doing something, a “new normal,” requires change, and our natural reaction to change is to reject it, thus diminishing the value we get.

Management People through Organizational Change (MOC) is how you counter this tendency and help your customers transition into the new normal while maximizing value realization. At HP Software Professional Services we have evolved MOC into a repeatable, comprehensive methodology that recently garnered a 2014 Customer Value Award from analyst firm Frost & Sullivan.

In this session we will describe our methodology, explain why and how we created it, and share examples of the value we were able to deliver to customers on real-life projects.

Applicable Disciplines:
Professional Services

Keywords:
Growing Customers; Services Transformation; Customer Success; B4B; Business Outcomes

Functional Areas:
Operations;Service Delivery;Strategy