How to Connect Your Service Offers to Business Value: Part 3

Posted by Julia Stegman on 9/24/15 6:30 AM

In this three-part blog series, we’ve gone over the capabilities you’ll need to develop before providing customer outcomes, as well as ways to determine how your customers measure success. To continue with the theme of answering the question “What’s most important to your customers?” the final installment in this blog series will cover how your organization can offer, and monetize, adoption services to ensure your customers are not only reaching their desired outcomes, but are doing so in the most effective way possible using your technology and your services.

Read More

Topics: adoption services, service revenue generation, adoption, free offers, Connecting Service Offers to Business Value

How to Connect Your Service Offers to Business Value: Part 2

Posted by Julia Stegman on 7/7/15 6:30 AM

In the first part of this three part series, I discussed the top factors driving the shift to outcome-based offers, as well as the key capabilities required to be successful. Let’s dig a little deeper into how to get started, and in particular, how to surface the unmet needs of your customers.

Read More

Topics: service revenue generation, service offers, Connecting Service Offers to Business Value

How to Connect Your Service Offers to Business Value: Part 1

Posted by Julia Stegman on 1/9/15 6:30 AM

Over the past year, we’ve talked a lot about the emergence of B4B and the growing need for product-focused companies to become customer outcome-focused, but there is still a lot of confusion about how to accomplish this transformation. In this three part blog series, I will be outlining the key capabilities required in order to make the transition, how to identify customer outcomes, and how your company can take the plunge toward offering outcomes as part of your pricing model. 

Read More

Topics: B4B, service revenue generation, customer outcomes, Connecting Service Offers to Business Value

Comments

Subscribe to the Blog

Posts by Topic

see all

Follow TSIA