Selling services is fundamentally different from selling products. Services are intangible, relationship‑driven, and realised over time — closer to selling a promise than a physical asset. Yet many organisations still rely on product‑centric sales models to drive service contracts, renewals, and long‑term value, often missing the deeper customer dynamics that influence recurring revenue. In this interactive workshop, we explore how dedicated service sellers, renewal teams, and customer‑success‑aligned commercial models unlock new revenue throughout the customer journey. You will learn how trust, loyalty, and commercial discipline come together to drive predictable renewals, service expansion, and long‑term customer commitment.

• Equip commercial teams with tools, messaging, and enablement that help them clearly articulate the value, outcomes, and risk reduction that services deliver — even when the customer cannot "see" the product.

• Understand that customer success is essential to service sales — not as an escalation team, but as a strategic partner building trust, shaping value perception, and identifying expansion opportunities. We explore how customer success sets the conditions for renewal before the sales cycle begins.

• Identify the critical moments where service contracts, renewals, extensions, and success‑aligned add‑ons can be positioned effectively — from onboarding through adoption, stabilisation, and value realisation.

• Look beyond today's needs and understand where the customer's business will be in 12–24 months.

• Learn why renewals cannot be treated as an afterthought in product‑led sales organisations.You'll learn how specialised renewal functions:
• protect recurring revenue
• manage risk proactively
• grow existing contracts
• stabilise forecasting
• enable account teams to focus on strategic expansion

• Align service strategy, customer loyalty, renewal operations, and sales enablement into a cohesive system that supports sustainable recurring revenue — rather than leaving service success to chance.