Revenue Growth
Profitable and sustainable growth challenges
Discussion List
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Role for PS RevenueDoes anyone have a role specialized to generate Professional Services revenue. For example, during the sales process the customers gets handed off to a specialist who creates the right success prescr… -
How are you using website analytics to align with future business strategies?Hello, TSIA community! I am curious if anyone has seen trends regarding an uptick around eCourses vs. scheduled virtual instructor-led training courses on your website? I assume that some customers p… -
What are best practices in connecting value promises made during sales to value delivered?Marketing, pre sales and sales often make value promises, including providing ROI calculators. What are the best practices in connecting these value promises to the value actually delivered by custom… -
No Letter in LAER Stands AloneDo you have a question for me related to the webinar topic below? Please ask your questions here If you did not attend the event and would like to access it on demand, click the link below access the… -
The Building Blocks for an XaaS Partner FrameworkDo you have a question for me related to the webinar topic below? Please ask your questions here Any question we miss during the webinar we will be addressing here in the community following the live… -
What new ways have you found to maintain and grow customer engagement since COVID?For example, turning physical offerings into digital ones, increasing touch-points, etc. -
What has been the biggest COVID driven change in the way you do sales?How has COVID impacted new business generation and led to a change in the modus operandi or process of your sales? -
Are you seeing an increased demand from clients to outsource?We are seeing in some regions that more clients are looking to outsource, including people and assets (trends similar to 2009/ 10), in an attempt to optimise costs. Are others seeing the same? Or ar… -
Partners accessing customer data & AnalyticsHello community! Are XAAS Editors partnering with Channel Partners giving access to data & analytics for free or do Channel partners have to pay fees for accessing these precious customers data &… -
What new skills are needed for customer success to be effective in times of economic uncertainty?Customer success does need new skills. How are people helping management and HR understand the new skills needed for customer success? Customer success is very different from customer support but not…
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Outcome Selling & Renewal Value Management—Successful joint ownership of AER (Adopt, Expand, Renew)The Outcome Selling and Renewal Value Management webinar covered the importance of alignment after the Land activities prior to customer onboarding and Adoption plays. This alignment is ideally 'join… -
What's successful for improving Channel performance in long tail renewals?What tools and processes have you found essential for improving long tail renewals of your Channel customers? What have you found to be your biggest challenges in this area? -
How has COVID-19 impacted your investment priorities this year?What are the main priorities in terms of investment in your projects facing COVID-19? -
Identifying best PSA system solutions for delivering ProServicesWhat are some of the PSA (Professional Service Automation) solutions that you have had especially good experience with for delivering Services? -
What Persuasive Tactics are you Using for Driving Virtual Training?For those who are currently conducting customer training, can you share any success stories on persuading customers who want to wait for ILT, both present and future, to not wait and take on alternat…
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How to react facing big discount request for recurring contracts or x% cut in PO for project ?Customers asking for big discounts in recurring contracts (M&S). In some cases, they are just imposing a cut of 20% in every PO for every project until the rest of the year. How to react? -
Outcome Based ThinkingWhat are some examples of how you have promoted or adopted "Outcome Based Thinking" in your Services
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What tangible expectations have been changed as "Outside Sellers" have become "Inside Sellers"?The vast majority of our Services salesforce are "outside" sellers -- who are quickly learning the ways of the "internal seller" world. We've been working to rapidly evolve expect… -
What concessions are you making to get renewals done?Hi, everyone. Steve Frost from TSIA. We're currently running a poll that talks about how renewal rates are going, and what you're doing with your policies when customers say their procurement or bud…
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