The final plenary sessions for TSE11 included presentations by SAP and TSIA.
Michael Rehm, Head of Field Services, Germany, Austria and Switzerland, SAP Deutschland Ag & Co KG, presented Services as a Product. In this session, Mr. Rehm presented how SAP helps companies of all sizes and industries run better, extend, enhance, and optimize existing solutions or build innovative new applications according to their needs. SAP helps their customers achieve this by leveraging new delivery and partner models for software & services that make it easier, more affordable, and predictable for customers. And by doing so, this approach supports SAP in achieving their ambitious growth and profitability targets.
The closing plenary was presented by J.B. Wood, President and CEO, TSIA.
In The Changing Role of Services in the Sales Process, Mr. Wood challenged the attendees to further examine the role of services in growing profitable account revenue. His talk posed several questions to the delegates, encouraging them to examine their own operations, including:
-In a world where services that lead to consumption are becoming the key to account growth, what dynamics should be considered?
-How should we think about these opportunities?
-How should we realistically evaluate our ability to deliver on the promise given the people, processes and business models we have in services today?
This session provided some provocative thoughts around this major, upcoming revolution of the traditional “go-to-market” model and how this will require selling in the Services Motion.
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