Services or commercial compromises to keep selling?

Sarah Lowney

Have you seen the need to compromise/reduce - either in Service delivery or on commercials - to the current economic climate where sales cycles are longer, buyers may be more cautious and appetite to commit to large-scale transformation projects has diminished?

Christine Sei

Absolutely! Customers are demanding more self-service options and less vendor operated product-attached deployment services. We've doubled-down on effective scope writing, clear roles and responsibilities, and have been exploring more virtual collaboration tools which allow us similar touch points at a lower cost. I would love to know how other organizations are responding!