James Cramer

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CPQ for Services: The Spreadsheet Killer

Posted by James Cramer on 1/9/18 5:00 AM

Imagine the technology services and consulting industry hiring the very brightest minds to reimagine their sales process and rebuilding everything from the ground up. Would these capable minds come back and recommend spreadsheets, email approvals, and manual proposals?

Quoting in technology services looks a lot like it did 20 years ago. It’s slow and expensive, it’s error prone, it lacks visibility, and it often misses revenue opportunities. But, a quiet transformation is taking place as Services teams embrace a new technology: Configure Price Quote (CPQ) for Services. These teams are gaining new streams of frictionless revenue, innovating their pricing models, building attractive solution bundles, and radically simplifying their sales process. And, without spreadsheets, they are achieving a level of revenue and resource demand visibility once considered impossible.

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Topics: professional services, professional services automation (PSA)

Why Forecasting Is More Important Than Ever

Posted by James Cramer on 10/10/17 5:00 AM

Forecasting in professional services has never matched the maturity of other industries. However, this is becoming a bigger problem as technology projects become shorter in duration and narrower in scope. Revenue backlog simply doesn’t stretch as far into the future as it once did. Faced with a less certain revenue and resource demand outlook, a “wait until you win, then react” operating style prevails. This puts pressure on margins, strains delivery teams, limits agility, and makes business models vulnerable to more progressive approaches. Yet, most of the industry is still forecasting in spreadsheets. It’s time for professional services to match other industries in forecasting innovation by deploying modern technology, more comprehensive methods, and real-time data.

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Topics: professional services, customer relationship management (CRM), professional services automation (PSA), TSIA Partners

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