Should You Outsource Services Selling?

A ServicesRevenue Business Case. Pierre Battaille is visibly worried as he enters the office of Tony Ponds, the senior vice president of sales and marketing. His boss, Sam Brown, who heads service and support, is already seated. Tony looks straight at Pierre and says: “Service sales are still below forecast, as you know, and we need to take action. I’m not blaming you. You did a good job putting together an outstanding support program. My top sales people think your launch plan was well executed. The problem is that Sales have their hands full and they have to stay focused on selling our software. I want you to go outside the company and find a partner who can sell your program. Sam and I will help you.”