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Research Report

The Future of Selling and Delivering Value

Shifting to a subscription-based and services led model is increasing, making it essential for suppliers to focus on their customers' priority business outcomes

The management strategy of outcome engineering and verticalization (OE-V) is now a big deal. Yet, many leading and aspiring-to-lead firms are progressing too slowly in fully adopting it, at the peril of their firm’s success.

In this e-book, the most comprehensive in TSIA’s history, we explain why this is so and what to do about it now. This publication focuses primarily on outcome engineering and verticalization-related skills, behaviors, tools, techniques, and guidance.

Recommendations for action are provided, as are key practices, KPIs, and related data.

Authored By:

Martin Dove

Vice President, Subscription Sales Research, TSIA

Publish Date: April 8, 2020

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

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