Pricing Segmentation Best Practices for XaaS

Posted by Tim Matanovich on 8/16/16 6:30 AM

The unique inventions and service offerings of entrepreneurs can captivate us, yet even the most innovative solutions and services can struggle when managers fail to set prices that simultaneously attract customers and produce profit. Though pricing is a complex concern for businesses in all industries, it is a particular point of confusion in XaaS industries, where "anything as a service" requires pricing versatility that cannot be achieved with more traditional price structures.

Read More

Topics: pricing, x-as-a-service (XaaS), cloud, services pricing, subscription-based offers

[Infographic] How to Improve Your Professional Services Pricing

Posted by Bo Di Muccio on 2/9/16 7:30 AM

A common dilemma many professional services organizations face is competitively pricing their services in a way that they can also stay profitable. The unfortunate reality is that, without an effective pricing strategy in place, improper discounting practices and low list rates can lead to these organizations drastically undercharging for valuable services. Fortunately there is a solution, and the first step to improving your professional services pricing strategy is identifying the areas within your current plan that need the most improvement. Use this handy flow chart to quickly assess how you can improve your professional services pricing strategy by evaluating two critical components that could be negatively affecting your organization’s profitability: list rates and discounting. 

Read More

Topics: pricing, professional services, services pricing, infographic

How Free Offers Lead to Paid Opportunities

Posted by Maria Manning-Chapman on 10/9/15 6:30 AM

Historically, education services professionals have shied away from incorporating free offers into their business strategy, which is likely due to common misconceptions about what “free” actually means. There’s a big difference between something that is free by design and something that is free by discount, but both offers can benefit your business when applied correctly. In this post, I’ll explain how free offers can fit into your pricing strategy and open up new opportunities to grow your customer base.

Read More

Topics: pricing, education services, services pricing, learning-as-a-service (LaaS), LAER, free offers

What Should You Charge for Professional Services?

Posted by Bo Di Muccio on 7/16/15 6:30 AM

Determining your pricing strategy for professional services is no easy task. While it’s important to remain competitive, you also need to be careful to not give your valuable services away for free. So, how do you determine what to set your pricing at so it holds up in the market place and positively impacts your bottom line? In this post, I’ll explain how you can use the TSIA Market Rates Study to answer some of your top questions related to pricing in professional services. 

Read More

Topics: pricing, professional services, services pricing

The Outcome-Based Services Portfolio

Posted by Thomas Lah on 7/10/15 8:27 AM

In our book, B4B: How Technology and Big Data Are Reinventing the Customer-Supplier Relationship, we talk about how TSIA is helping technology companies prepare for a radical shift in their business models as they move away from selling product assets and product attach services and begin delivering business outcomes for customers. As stepping-stone in this journey, we’ve created a set of frameworks to provide an overview of the kinds of outcome-based services your organization can offer. 

Read More

Topics: outcome-based services, pricing, adoption services, B4B, big data, services portfolio, optimization

Success in the New B4B Era

Posted by Technology Services Industry Association on 12/17/14 9:30 AM

12 Days of Insights 2014: Day 8

To celebrate the holiday season, we’re giving the gift of knowledge! Join us as we share our favorite posts from top technology services thought leaders in our 12 Days of Insights blog series.

B4B co-author and TSIA president and CEO J.B. Wood delivered the opening keynote at TSW 2013 Service Transformations conference, where B4B was officially launched to incredible response and enthusiasm. Below is a writeup highlighting many of Wood’s direct passages from that keynote that continue to be relevant to the future of the technology services industry. It’s a must-watch video, and a must-have book for your business arsenal. Get ready for the new B4B era as we enter into a new and exciting time for tech services. 

Read More

Topics: outcome-based services, pricing, B4B, organizational change, service level agreement (SLA), adoption, operating models, consumption models, customer outcomes, 12 Days of Insights

Book Excerpt: Profitable Technology Services Pricing

Posted by Tim Matanovich on 2/26/14 9:44 AM

At some point in the distant past, a manager inside a software company made an absolutely brilliant decision. The name of the individual is lost to history, but the brilliance cannot be denied. It was simple really, and necessary. When we install our software onto the company’s hardware, he reasoned, the software will work perfectly. From there, it’s all downhill. Over time, the company will change their requirements. They will upgrade their hardware and expect our software to continue working. They will want our software to talk to other software. They will change processes, and new best practices will emerge. The user base will evolve. Each of these changes will decrease the usefulness of our software to the customer.

Read More

Topics: pricing, x-as-a-service (XaaS), cloud, operating models

Reaction to B4B

Posted by Thomas Lah on 11/21/13 2:38 PM

“The operating models of technology providers are about to be revolutionized.”


Read More

Topics: pricing, B4B, data analytics, operating models, consumption models, service offers, Technology Services World Conference

Comments

Subscribe to the Blog

Posts by Topic

see all

Follow TSIA