Date: October 20, 2015

Author: Bo Di Muccio - Technology Services Industry Association (TSIA)
Kyle Andrews - Pretium Partners


Since companies started offering professional services, one of the key challenges has been determining how to actually take them to market. Selling through delivery, the product sales team, creating a dedicated PS sales force, or using various hybrids of these models have been utilized.

Are you considering creating a dedicated PS sales force? Or do you have one in place but aren’t getting the results you’re looking for? This Workout session will leverage key research data from TSIA’s professional services practice. This research highlights best practices that will provide the audience with key insights to help make better PS sales decisions.

Utilizing the popular Workout session format, participants define the discussion priorities and contribute to the problem solving. The session goal will be to identify the business reasons for creating the dedicated PS sales force, identify the profile and structure of the successful PS sales organization, and come up with the right compensation model. Participants should share their company’s practices and what has worked and what hasn’t. Experienced and emerging PS providers will both benefit.

Applicable Disciplines:
Professional Services

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

Functional Areas:
Operations;Service Delivery;Strategy