Selling Value-Add: Improving Services Sales Strategy and Execution

Posted by Mark Sloan on 9/5/13 7:14 AM

“You and your team should be intensely focused on the business benefit, the value, and the return—in short, the ‘why’ of the project.”

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Topics: value proposition, professional services, value-added services, sales

Seven Deadly Sins of Services Pricing

Posted by Tim Matanovich on 7/12/13 7:37 AM

In working with tech companies and talking to service leaders, seven common pricing shortcomings emerge again and again. These pricing sins cost companies revenues and margins, lengthen sales cycles, and annoy both sales directors and customers. These sins occur in both essential and value-added services, whether revenues are recurring or not, and have both strategic and executional impacts.  

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Topics: service level agreement (SLA), professional services, value-added services, services pricing

Technology Services Are Ripe for Portfolio Confusion

Posted by George Humphrey on 7/8/13 7:32 AM

“"All men make mistakes, but only  wise  men learn from their mistakes."”  -Winston Churchill

Thanks for navigating to the TSIA website, and specifically to the Inside Technology Services blog. Recently I posted the first entry in this important five-part mini-series on “The Top 5 Mistakes Made When Starting a Managed Services Business.” With most analyst and  research firms citing managed services as the number one revenue growth segment of the technology industry, many companies are rushing to market with managed services offers. There are many drivers behind the urgency for companies to offer managed services, some good; some not so good.

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Topics: managed services, support services, service revenue, technology services, professional services, value-added services, services portfolio, Managed Services Mistakes

Cloud Computing: A Winning Scenario for Everyone

Posted by Julia Stegman on 7/1/13 6:31 AM

Julia Stegman, TSIA service revenue generation (SRG) expert, was a recent guest blogger for BMC Software’s Global Services Blog on a topic close to all of our hearts: Cloud computing: A winning scenario for everyone.

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Topics: cloud, managed services, service revenue generation, service revenue, revenue growth, best practices, return on investment (ROI), value-added services

The Need for Speed: What Faster Service Means for Customer Experience

Posted by Carol Blanchar on 4/30/13 1:12 PM

Products and solutions are changing at an increasing rate in the technology industry. These changes often require professional and technical service teams to implement a comprehensive transition throughout the business, across channels and through delivery and support, in order to ultimately safeguard the end customer or user experience. 

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Topics: customer experience, support services, value-added services, customer support, service delivery channels, project management, collaboration

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