PwC at Technology Services World 2011

PwC is sponsoring the Service Finance track at TSIA's Technology Services World 2011 at The Mirage Resort in Las Vegas October 24-26, 2011. The conference is designed for services executives in the technology industry to learn about the latest trends and best practices that could improve service efficiencies, grow services revenue, and evolve their organization's services portfolio.

The Impact of Changing Business Models on Service and Finance
Monday, October 24th 4:15pm - 5:15pm
Location: Jamaica A
Presented by Jack Singer, Jasmin Young, and Vincent Torres

This session is part of the Services Finance track sponsored by PwC.

Mobile computing, the consumerization of technology, and the adoption of cloud technologies are reshaping technology companies' revenue growth, value creation and customer retention strategies. Enterprises need to adapt their business models and operations to address new and increased competitive, performance, and customer expectation pressures of the Digital Consumer and ecosystem. The new models affect every facet of the enterprise, including the enterprise's finances and Finance departments. Targeting finance professionals (or those who work closely with them), this session will cover the following:

  • Which technologies are effecting the business, delivery, and consumption of Service and Support
  • Changing processes and technologies (highlighting funding asks soon to come your way)
  • Blurring organizational boundaries (with impacts on governance, controls, and risk management)
  • Service product, offer alternatives and profitability models, and
  • GL and accounting points of note

How Revenue Recognition Rule Changes Associated with Service Impact the Bottom Line
Tuesday, October 25th 10:00am - 11:00am
Location: Jamaica A
Presented by Stig Haavardtun and Vincent Torres

This session is part of the Services Finance track sponsored by PwC.

Beyond the business changes driven by technology advances and consumer expectations, rule and regulatory changes further threaten the status quo of Service businesses. Not only will these changes need to be understood and addressed within the enterprise, but communications to external parties (e.g. customers, regulators, analysts) will require re-thinking whether the business is Support, Field, Education, or Professional Service in nature. Structured as a follow-on to Session 1 (Impact/Changing Models/Finance), this session will cover the following:

  • What the forthcoming changes in revenue recognition rules mean for how service deals are priced, whether products and services are bundled together or when offered in new configurations
  • Service concerns versus finance concerns, and what these changes mean for profitability calculations for services lines of business, past and future
  • Key messages and communication strategy input to support new models, revenues, opportunities, and threats

Service Sales: Transitioning Your Product Salesforce to Selling Services
Tuesday, October 25th 2:15pm - 3:30pm
Location: Antigua B
Presented by Charlie Hohenshelt

This session is a Workout session facilitated by PwC's PRTM Management Consulting. Workouts are highly interactive sessions where participants engage in candid dialog about the common issues they face with an emphasis on sharing best practices and proven tactics and strategies for success.

As companies transition from product-focused to service-centric, many struggle to migrate their sales force from being experts in selling products to selling services. New skills, incentive plans, organizational structures, relationships, and several other capabilities are required to update and retool the sales force. Join us for an interactive discussion where we will discuss several perspectives on how to get your sales force to sell more services that include the following:

  • Pinpointing specific sales management practices to drive collaboration at account and geography levels
  • How is the segmentation for selling products different from selling services?
  • Successful approaches in converting customers from ‘free’ to ‘fee’
  • Lessons from the road on streamlining the service ordering process to keep sales selling

How to Participate
Visit http://www.technologyservicesworld.com/ to register and view more details about the event.

Registration Discount
To receive a 50% discount on your conference registration fee use promo code PWC2011.