Come to TSIA’s Executive Professional Services Summit in Germany

Posted by Tom Anderson on 4/5/18 5:00 AM

Join experts from TSIA and Siemens in Cologne, Germany this summer to learn recent industry trends and latest research in the area of professional services at the TSIA 2018 International Professional Services Summit! The topics we’ll be covering in this event follow the theme of “Powering Up Professional Services to Optimize the Customer Value Journey,” where you’ll learn the best practices of successful professional services organizations, how to accelerate customer time to value, how PS is being impacted by tech industry changes, and more. Senior professional services leaders at the VP level and above are invited to attend this information-packed, full-day event.

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Topics: professional services, summit, TSIA events

Using Data to Improve Your Professional Services Revenues

Posted by Bo Di Muccio on 3/13/18 5:00 AM

TSIA fields hundreds of PS member inquiries every year. Always among the most common service business challenges (SBCs) represented is how to improve PS price performance. That’s why for the last decade, TSIA has been capturing extensive professional services rates and pricing practices information in our Professional Services Market Rates Study. This study distills the latest developments in professional services pricing and collects detailed data surrounding 8 job titles at 3 levels in roughly 60 countries to provide our members with the most current market rates benchmarks and data. In this post, I’m going to share what this study can do for your organization through real-world examples of how it’s currently being applied to businesses in the industry.

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Topics: pricing, professional services, services pricing, TSIA Partners, professional services sales

Professional Services and Sales Working Together to Deliver Customer Outcomes

Posted by Bo Di Muccio on 3/9/18 5:00 AM

The themes for our Technology Services World events are more than mere organizing principles for our conferences. They are expressions of the most pressing challenges that technology companies are facing. More than just helping structure the conference content, they are a direct reflection of what is trending in TSIA research, our extensive community of over 35,000 technology and services leaders, and the industry as a whole.

In other words, the TSW conference themes both drive and are driven by the broader concepts, content areas, and service business challenges that animate us and our member organizations. This has always been the case, and the theme for our upcoming TSW San Diego 2018 conference, “Blending Service and Sales Motions,” is no exception.

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Topics: services, professional services, sales, customer outcomes, professional services sales, Blending Service and Sales Motions

Why You Shouldn’t Quote Using Spreadsheets

Posted by James Cramer on 2/21/18 5:00 AM

We often ask technology services teams a simple question: “How important is quoting?” The answer is almost always the same: Quoting is very important but it really needs improvement. While the specific problems in quoting differ from company to company, it’s the use of spreadsheets for quoting that, in most cases, is the root cause. In this post, I’m going to cover some of the challenges your company might be facing and provide an alternative to quoting in spreadsheets.  

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Topics: professional services, professional services sales

What Do Professional Services Strategy and Car Maintenance Have in Common?

Posted by Bo Di Muccio on 2/1/18 5:00 AM

At our recent TSW conference, I overheard this lament, “I wish getting alignment on our professional services strategy was as simple is getting your car aligned!” And thus was born an idea for some research and a blog post to explore this concept.

Car owners know that their wheels need to be in alignment, and it’s not hard to tell when they aren’t.  Your car might seem to drift to one side, or maybe your car is driving straight, but your steering wheel isn’t centered or vibrates at higher speeds. Any of these problems is a clear indication that you’re out of alignment. If you don’t get it fixed, there are lots of problems that will likely ensue: your tires will wear unevenly, you’ll get worse gas mileage, there’s a higher risk of tire blow outs or poor traction. In short, it’s plainly foolish and counterproductive to ignore or overlook the problem.

At TSIA, we believe that the same exact principles apply to professional services alignment, that is, the alignment between the PS charter and overall company objectives. 

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Topics: professional services, professional services organization (PSO), project performance, TSIA Strategic Services

10 Things to Consider When Choosing a Professional Services Automation Platform

Posted by David VanHeukelom on 1/23/18 5:00 AM

Professional services automation (PSA) platforms have continued to mature and expand since these tools were first introduced more than fifteen years ago. As noted by TSIA’s John Ragsdale in a previous post, the adoption of PSA applications continues to grow at a rapid pace, including expanding the definition of what PSA tools can deliver for services organizations. Existing PSA solutions built a decade ago don’t deliver the breadth of functionality required to effectively manage a services business today. As a result, services organizations have been forced to turn to non-integrated and disparate systems to manage day-to-day activities, including project management, collaboration, and resource planning, among others.

Many customers are now looking to replace these original products with the more robust and integrated solutions now available on the market, offering enhanced features and functionality available in one unified platform to manage the entire services business.

Here are ten key requirements to consider when selecting a professional services automation platform that will work best for your needs.

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Topics: professional services, professional services organization (PSO), professional services automation (PSA)

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)

The Art and Science of Capacity Planning

Posted by David Young on 12/5/17 5:00 AM

In a related topic about resource management, James Cho outlined the main activities the Resource Management team is responsible for, briefly touching on the topic of demand/supply management. As my first blog post as TSIA’s new director of professional services research, I wanted to provide a closer look at what goes into demand/supply management, more specifically, capacity planning.

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Topics: professional services, project management, capacity planning

Welcome New TSIA Members! November Edition

Posted by Andrew Cromey on 11/30/17 5:00 AM

At TSIA, we are dedicated to helping services organizations both large and small grow and advance in the technology industry. We'd like to take the opportunity to welcome our newest members, as well as acknowledge companies already a part of the TSIA community who have recently expanded their membership to include additional research areas TSIA has to offer. Here's a little bit about each company, in their own words.

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Topics: cloud, managed services, professional services, healthcare, professional services automation (PSA), SaaS (software-as-a-service), New TSIA Members, cloud computing, IT, healthcare technology, CRM

The Time Has Come for Professional Services Knowledge Management: What I Heard at TSW

Posted by John Ragsdale on 11/14/17 5:00 AM

Over the three days of TSIA’s Technology Services World conference in Las Vegas, I had about 20 formal 1:1 meetings with members, and many short conversations in hallways, after presentations, and in the EXPO. A couple of themes emerged, both a bit of a surprise, and I wanted to share what I heard at TSW in this blog post recapping some of the common themes.

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Topics: knowledge management, professional services, knowledge sharing, Technology Services World Conference

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