May 23rd, 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 increase, or improved customer … Continue reading “The Guide to Moving the Business from Capabilities to Outcomes: Outcomes-Based Offers”

April 25th, 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 transformation.  We use the … Continue reading “The Guide to Moving the Business from Capabilities to Outcomes: Clarify Objectives”

April 4th, 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 move their businesses forward and … Continue reading “Hardware as a Service to Drive Growth and Margin”

March 6th, 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 cases, even competition between business … Continue reading “Portfolio Perspectives”

March 4th, 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 manifests as price pressure. … Continue reading “The Guide to Moving the Business from Capabilities to Outcomes”

February 27th, 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 “Outcome Based Solutions”.  In this … Continue reading “The Role of PS from the Customer’s Perspective: Capability-Based vs. Outcome-Based”

January 16th, 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 to pay greater attention to … Continue reading “The Shift from Market Share to Share of Wallet – Professional Services’ Role”

December 11th, 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 embedded Professional Services (PS) … Continue reading “Freeing Yourself from the Hero Trap”

November 15th, 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 from products to solutions … Continue reading “Professional Services’ Role in Increasing Time-to-Outcome of a New Product”

November 13th, 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 have are a staple in … Continue reading “Top 9 Challenges Faced by PS Organizations”