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

Should You Have a Dedicated Professional Services Sales Team?

Posted by Bo Di Muccio on 8/16/17 5:00 AM

TSIA has recently had a lot of inquiries from our Professional Services membership community, which have all been various forms of the same question: “Is there any data showing the business benefits and impact a dedicated Services Sales team has on key professional services metrics?” In a related follow-up question, these members also ask for data points and content that they can use to help justify investing in a dedicated sales resource for professional services. With so many similar questions routinely cropping up from professional services, just what’s going on in the industry to prompt this need?

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Topics: professional services, sales, professional services sales

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