• 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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  • November 15, 2018

    Professional Services’ Role in Increasing Time-to-Outcome of a New Product

    As their current product market matures, many B2B companies look to broaden the product line and move toward offering more complete solutions. For example, a company might move from providing lighting for the operating room to improving operating room effectiveness through lights that slow bacterial growth. We have seen this move ...
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  • November 13, 2018

    Top 9 Challenges Faced by PS Organizations

    A story that has grown increasingly familiar – a product company, caught in the commoditization cycle, seeks a more attractive business model built around Professional Services. Embedded advisory services rose in popularity following the widely-publicized service transformation of IBM in the 90’s and Xerox in the early 2000s.  Now they ...
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  • October 23, 2018

    Legitimizing Your Ability to Raise Your Prices

    Every company wants to be able to charge more for their products and services. Today, with access to information at everyone’s fingertips, it has become more apparent that some organizations are able to charge more for the exact same product.  This is evident when comparing pricing for generic vs. brand ...
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