The New Partnership Between Sales and Services

Presented by

Steve Frost, VP & Managing Director, Revenue Research and Advisory, TSIA

About this talk

The movement to subscription and XaaS is forcing companies to transform their business approaches and customer engagement models. The rapid adoption of “low-friction land” and freemium models, along with the rise of customer success, is throwing this long-standing partnership into even greater turmoil. Companies are trying to figure out the roles, responsibilities, and compensation for each of their customer-facing roles. In order to make this work, they can’t just take the new requirements and force them into their old processes. A new partnership is needed and those who can get it right will be positioned to thrive. In this webinar, Steve Frost, VP & Managing Director, Revenue Research and Advisory, will cover: - The rapid evolution of the sales process in true XaaS - How Sales and Services have to work together to make LAER work - The emergence of outcomes as the driving force for the Sales/Services partnership - How Services can help their sales counterparts make the XaaS transformation

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The Technology & Services Industry Association (TSIA) is the world's leading research organization dedicated to helping technology companies achieve profitable growth and solve their top business challenges. Services, Sales, Product, and Channel organizations at technology companies large and small look to TSIA for world-class business frameworks, best practices based on real-world results, detailed performance benchmarking, and exceptional peer networking opportunities.