Industry News

Microtransactions: Putting Existing PS Resources to Work for Additional Revenue

If a business user needs a new dashboard created, or wants a customization to the system, who can they turn to for assistance?

To fill this gap, more Professional Services teams are offering consulting projects in bite-size chunks. Want a custom report created, or need some fields added to a screen? Pick from an online catalog of services, fill in the details in an online form, and press “Submit.”

Mckinsey & Company
Reimagining software services for the cloud and the digital world

Customers expect software firms to do more to help deliver outcomes. Software vendors must therefore evolve their professional-services capabilities to meet the new needs.

Focus Area: Expand Selling

The concept of expand selling (ExS) as a formal initiative is rapidly emerging in the technology industry. Companies are beginning to find ways to accelerate revenue growth with existing customers in a more formal manner, and to do so cost efficiently. Expand selling is different than landing a new technology sale with a customer, and involves more than just selling additional products and services to existing customers. 

Touchpoint Calculus: Why Sales Can’t Do it for Themselves

In an earlier blog post of mine, we explored the concept of Relationship Equity, which is the trust that Services Delivery teams have engendered with their clients that allows them to ask the questions that salespeople can’t. They are able to uncover problems, challenges, and opportunities that customers would generally withhold from a salesperson, or even their account manager.

CB Insights
Don't do these 68 things in your SaaS company

From HR to product to marketing, here’s some of our screwups. 
Presented by Anand Sanwal, CEO & co-founder

Power shift: The rise of the consumer focused enterprise in the digital age
Recent developments have empowered consumers as never before. Corporations that infuse the consumer perspective into their approach to leadership, strategy development, and tactics can gain a competitive advantage.

Sujan Patel
Why Every Saas Company Should Try Concierge Onboarding
Selling a SaaS product is HARD. I know – I’ve been there – both as a buyer and a seller. Consumers are spoiled by having so many choices, and getting noticed among the competition is really tough. Even if you get someone to visit your site and try out your product, the battle has only just begun.

Where is the Line Between Products and Services?
The rate of change and disruption in technology has quickly caused a blurring of the line between products and services. Where does the product stop and the service of the product start? Customers honestly don’t care, they just want a better customer experience and a lower effort to achieving their goals with their purchase.

IDC Forecasts Worldwide Spending on Digital Transformation Technologies Will Surpass $2 Trillion in 2019
According to the new Worldwide Semiannual Digital Transformation Spending Guide from International Data Corporation (IDC), worldwide spending on digital transformation (DX) technologies will grow to more than $2.1 trillion in 2019 with a compound annual growth rate (CAGR) of 16.8% over the 2014-2019 forecast period. Spending on DX technologies in the United States will follow a similar trajectory, reaching nearly $732 billion in 2019.

Grow Customers Through Marketing and Services Convergence
In our multi-part blog series on organizational convergence, TSIA’s Phil Nanus and others have written extensively about the convergence of sales and services in an XaaS world. For a great primer on how these lines are blurring, be sure to read his blog post or Chapter 7 of the Technology-as-a-Service Playbook. A much less talked about topic, however, is the convergence of marketing and services, and their potential to work together to drive cost-effective leads and revenue from existing customers.


Enterprise Irregulars
The Role of Professional Services in a SaaS Business
I love to create reductionist mission statements for various departments in a company. These are designed to be ultra-compact and potentially provocative. My two favorite examples thus far: 
-Marketing exists to make sales easier. 
-HR exists to help managers manage.

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