Date: October 21, 2015

Author: Steve Smith - NetApp


Enterprise customers today expect greater engagement from their vendors beyond the sales and support cycle. They expect vendors to help them define their long-term product strategies, implement those strategies, and help them operate their systems. Residency services are provided to help customers drive operational excellence and improve business agility. They can fill critical resource gaps with expertise to match your customer needs.

However, a robust residency business is more than some product part numbers. It is a unique line of business model that requires some specific elements to make it successful.

In this session you will:

  • Learn what a large scale residency portfolio consists of and how is it positioned and sold.
  • Discuss what is required to create and maintain the offerings.
  • Review the people aspect of staffing and delivering the services.
  • Discuss the operational and financial aspects of a staffing line of business.
  • Review lessons learned and good practice recommendations.

Applicable Disciplines:
Professional Services

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

Functional Areas:
Operations;Service Delivery;Strategy