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”

October 23rd, 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 name groceries, pharmaceuticals, etc. But … Continue reading “Legitimizing Your Ability to Raise Your Prices”

October 4th, 2018

Common Portfolio Challenges for PS Organizations

Too often, companies misdiagnose or have a hard time identifying the root causes of their biggest challenges, therefore their efforts to address these symptoms are either ineffective or too involved.  After more than 20 years spent working with some of the world’s largest and most complex PS firms, we find that many organizational symptoms are … Continue reading “Common Portfolio Challenges for PS Organizations”

July 26th, 2018

Renewable Differentiation

Commoditization of products and services is occurring more quickly today than ever before, and nobody is feeling the pressure more than businesses that generate the majority of their revenue by selling into other organizations, otherwise known as Business to Business (B2B) firms. Commoditization occurs when products and services become indistinguishable from, or inferior to, the … Continue reading “Renewable Differentiation”