Pretium’s Partners are presenting two sessions during TSW Spring 2018 in San Diego, May 7-9

 

 

Tapping the Sales Potential from Your Managed Services Delivery Functions to Increase Revenue and Improve Customer Success

Lead by Bill Hall, Principal at Pretium

MS providers are realizing the untapped value in their delivery functions: Delivery managers, engineers, the deal desk, customer service, program management and others. They are all uniquely positioned to influence the customers’ perception of value, improve customer satisfaction, understand new value creation opportunities, consult with the customer about new ways improve business outcomes, and more. How can these functions be leveraged to improve revenue and margin? What are the appropriate sales activities? What are the challenges of creating success in this model?

In the always-popular workout session format, participants will address these questions and develop recommendations. Participants should share their company’s practices and what has worked and what hasn’t. Bill will be joined by George Humphrey, TSIA’s VP of Research for Managed Services, who will share the latest research on the topic. 

 

 

Consultants as Sellers

Lead by Kyle Andrews, Principal at Pretium

Professional services are often an afterthought in a product or solution sale. Part of that issue centers around who sells services, and when. When examining the entire sales motion, where does the consultant, or more broadly, delivery, fit into it? Most companies have hired consultants to deliver, but not to sell. As that role changes, how do companies adapt? How do they manage that consulting team, some who can sell and want to, and others who can’t or don’t want to? What are the sales and service management implications?

Join us for this session as we focus on the consultant as a seller. What it takes to hire, train and integrate consultants into the sales motion, and manage them. We’ll look at TSIA best practices along with those that our members have put forth to address this. In the always-popular workout format, participants will develop specific recommendations to create a well synchronized sales and delivery function in your PS organization. Kyle will be joined by Bo DiMuccio, TSIA’s VP of Research for Professional Services, who will share the latest research on the topic. 

 

 

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