• May 23, 2019

    The Guide to Moving the Business from Capabilities to Outcomes: Outcomes-Based Offers

      One of the first steps in becoming an outcomes-based Professional Service (PS) business is to have at least one outcomes-based offer that drives customer change and results.  These offers can range from enhancing the use of a product to a higher-level business outcome – lower costs, improved market presence, revenue ...
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  • April 25, 2019

    The Guide to Moving the Business from Capabilities to Outcomes: Clarify Objectives

    Make Sure They’re In This With You As we covered in “Setting the Stage,” innovation no longer drives success. Therefore, B2B companies are changing their business models to become more entangled with their key customers, and savvy companies are looking for Professional Services (PS) to play a pivotal role in that ...
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  • April 04, 2019

    Hardware as a Service to Drive Growth and Margin

    There are several fundamental changes going on in the B2B world today.  Established B2B companies are feeling both the real pinch of commoditization and the natural market pressures of competitors that are disrupting markets and driving significant valuations. In response, companies are trying to determine where they can go to ...
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  • March 06, 2019

    Portfolio Perspectives

    Often, companies organize their portfolios from an internal point of view based on their organizational structure – i.e., which part of the organization created, manages, or delivers on the offer. This can result in operating redundancies and inefficiencies, inability to tap into best practices across business units, and in extreme ...
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  • March 04, 2019

    The Guide to Moving the Business from Capabilities to Outcomes

    Setting the Stage It is a very tumultuous time in the B2B world.  Companies are having to challenge the status quo on how they do business.  Most companies built their business around a product line or small group of product lines.  As these product lines mature, companies undergo commoditization.  This often ...
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  • February 27, 2019

    The Role of PS from the Customer’s Perspective: Capability-Based vs. Outcome-Based

    The difference between a capability-based Professional Services (PS) business and an outcomes-based business from a customer’s point of view is quite stark.  We have interviewed several hundred technology buyers over the last few years including software, hardware, high-tech and near-tech firms.  We have also been involved in designing hundreds of ...
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  • January 16, 2019

    The Shift from Market Share to Share of Wallet – Professional Services’ Role

    Many B2B companies are experiencing a shift in the way they view their markets and customers.  Historically, these organizations viewed their markets and customers through the lens of the ability to win market share for a suite of products.  Today, many of these organizations have refocused on or are beginning ...
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  • December 11, 2018

    Freeing Yourself from the Hero Trap

    Nearly every good story has a hero. They are made into role models. They protect others, save lives, or win big games. They carry others to victory and are idolized by those around them. Studies suggest that heroes in the traditional sense embody charisma, make bold moves, and attract attention. Often ...
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