Companies Will Reveal How They Created a Shared Risk/Reward, Level 4 Partnership
ASHLAND, MA – April 28, 2016 – OnProcess Technology, a global pioneer in service supply chain management and optimization, today announced it is teaming with Cisco to present a joint session on outcome-based partnerships at Technology Services World 2016 (TSW), taking place May 2 – 4 in San Diego. Robert Kenney, EVP Sales & Marketing for OnProcess, and Gary Edgerle, Director of Service Logistics and Operations for the Americas Region at Cisco, will reveal why and how their companies are moving to a shared risk/reward level 4 partnership.
OnProcess will also be demoing, at booth #41, its OPTvision Platform, the industry’s only solution that combines real-time, end-to-end visibility with advanced micro-analytics-driven alerts, enabling significant improvements in cost-savings and customer satisfaction.
“The majority of OEM/service provider relationships aren’t nearly as successful as they should be because they’re not aligned with the OEM’s business outcomes. That’s why, instead of paying partners by number of FTEs, forward-looking OEMs like Cisco are adopting outcome-based models, where sellers become partners who share the risks and rewards of achieving their goals,” said Kenney. “I’m looking forward to joining Gary in showing TSW attendees how our companies are navigating this emerging model and sharing the steps we’re taking to create a mutually successful level 4 partnership.”
The joint OnProcess – Cisco session, “How Cisco is Evolving to Outcome-Based, Level 4 Partnerships,” will be held May 3rd at 1:10pm. The companies will discuss best practices including: establishing earlier, more extensive engagement between OEM stakeholders to specify business goals; engaging potential partners before developing RFPs; vetting KPI baselines for level 4 partnerships; and developing a graduated approach from purely cost-based to outcome-based relationships.
Technology Services World 2016 brings together technology service, sales, marketing and financial executives to exchange ideas and insights on how to operate successful tech-as-a-service models. It is produced by the Technology Services Industry Association (TSIA).
About OnProcess Technology
OnProcess Technology is a managed services provider specializing in complex, global service supply chain operations – the flow of people, parts and services following the sale of a product. The company’s deep expertise, technology-driven delivery and continual analytics-based process improvement, enable clients to quickly optimize efficiencies, scale operations, grow revenue and profitability, and deliver superior customer experiences. OnProcess provides services in 26 languages and operates in seven global facilities, including its Massachusetts headquarters and offices in India and Bulgaria. www.onprocess.com
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