The Future of Services Sales

Posted by Technology Services Industry Association on 12/9/13 8:01 AM

“So, where do we go from here, as the demand for new consumption models continues to rise? The creation of new operating models is an obvious answer. But there’s more that needs to be done.”

Nick Earle, senior vice president of Worldwide Services Field Operations for Cisco Systems, delivered a dynamic and thought-provoking keynote address at TSW Service Transformations conference held this past October, titled “The Future of Services Sales.” Read on for highlights from his discussion, where he presented Cisco’s real-world journey into the future of services sales.

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Topics: B4B, automation, sales, operating models, consumption models, customer outcomes

Attain Real Visibility to Drive Predictable Performance

Posted by Steven Sexton and Robert Armour on 4/22/13 3:41 PM

Business leaders are under extreme pressure to increase their contribution to overall business profitability revenue growth and customer success. Unfortunately, they struggle to deliver greater financial return without the visibility to understand current and future performance, pinpoint opportunities for improvement, and stop repeating mistakes. The result is services leadership trying to bail a boat with a leaking bucket and rough seas still to navigate. 

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Topics: performance management, automation, value proposition, professional services, project performance, professional services automation (PSA)

State of Services Technology: 2013

Posted by John Ragsdale on 4/18/13 4:00 PM

TSIA members had record planned spending in 2012–-2013, making long overdue updates to aging CRM and knowledge infrastructure, while investing in tools to increase transparency and enable real-time and proactive reporting. Planned spending across the 24 categories of tools and services covered by the TSIA Heatmap is very high. Here's how service organizations looked to technology for automation and streamlining in 2013.

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Topics: education services, social media, knowledge management, mobility, automation, managed services, support services, service revenue generation, professional services, customer relationship management (CRM), data analytics, proactive support, field services, professional services automation (PSA), collaboration

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