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The Recipe for Automating and Scaling Your Services

From product adoption to driving time to value (TTV), services play an increasingly important role for technology companies. This has been particularly true in the software space, where the shift from on-premise to the Cloud has created the need for a broader set of new, repeatable services, especially post-implementation. The value services can drive is clear, and most companies have invested in solutions to help with their services.

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The Amazon of Services

Getting "things" like TVs and soccer balls into a marketplace to sell is easy. You enter a standard SKU, which pulls an image, detailed description and pricing information from a database.  Make a few minor adjustments, hit upload and you have an item for sale on Amazon, eBay, and your own Shopify store. Pay for some SEM, perform some SEO and sales start to roll in. That’s great for products, but as you know we…

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Nick Holloway: Sales to adoption: Why service matters

In the IT industry, staying current is a basic requirement for survival, and being ahead of the curve is a basic requirement for success. But where software and hardware become more sophisticated, processes such as sales and customer service remain somewhat outdated – and companies that fail to adapt may suffer. Too often, businesses focus their efforts on shifting units: they see a successful sale as the end goal, rather than the first milestone in…

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Managing Services to Drive Revenue

erwin is a fast growing data modeling and governance software firm. They believe that data governance goes beyond just risk management. It's about understanding critical enterprise data within a business context, tracking it's physical existence and lineage, and maximizing it’s security, quality, and value.

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Managing Services to create a better customer experience

When a software and services company with over a billion dollars in revenues found that their customers were not being served in the way they needed, they spent over a year searching for a solution before finding WorkRails.

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[GUEST POST]: PTC Drives Customer Outcomes through Customer Success Service Offerings with WorkRails

Every day more software companies shift their business models away from perpetual licenses towards the trending subscription model. This transformation highlights the importance and necessity to align product and services. Over the last three years at PTC we have been going through this transformation from perpetual to subscription. We knew from the beginning that Customer Success would be a critical enabler, not only to our success, but also to the success of our customers. Customer…

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Why are the economics of Professional Services changing?

Services drive retention, ROI and customer experience.  It's no longer acceptable for a software company to leave services unaddressed. Long ago we bought software in “IBM” or “Microsoft” or “SAP” stacks. Today businesses consume software from multiple vendors to address vertical needs.  For example, a business may use Salesforce and Marketo along with some BI tools to manage sales leads. With so many applications working together services are essential to generate a positive ROI.  Early…

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4 Ways to Sell More Services with Connected Teams

In TSIA’s latest blog post “4 Ways to Start Engaging Customer Success and Services Teams in the Sales Process” they focus on the pressure many companies across the tech industry are under to do more with less. They believe a way to do more with less is by leveraging the Services and Customer Success teams to help expand selling. Considering both of these teams have rapport with your customers, TSIA states that their non-salesy demeanor will…

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How to Drive Your Services to the Next Level

It sounds like something that can drive work. The WorkEngine is our API that can power virtually any service experience you can imagine. Have you asked yourself, “when do my customers think about our services?” Pre-purchase? Post-purchase? On their own? With a sales exec? Client Success Exec? Tech support? When it comes to services and service workflows there are no standards. This is why we’ve built a powerful API we call an engine and our…

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Selling Services Should and Can be Easy

It's not always the case, but in many technology companies, the sales team is so focused on selling its software and products that selling services becomes an afterthought. For many, the process is cumbersome and margins are lower than they should be. With the growth of the subscription model, product adoption and time to value are becoming increasingly important concepts, as is the need to upsell and cross-sell services to your clients. Despite this, most…

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Why a Service Catalog Platform is Key to Expand Selling

Tech suppliers’ success depends on their ability to increase customer consumption and adoption. TSIA research shows that to do so, vendors have to learn how to blend the expertise of the Sales and Services team. When your Services and Sales teams are siloed, you are more likely to feel a disconnect between the customer and the product. But blending your Sales and Services team isn’t just a way to reduce risk, it also presents incredible…

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Some things you should know about AI in business and Professional Services

Artificial intelligence (AI) is driving colossal innovation in every vertical. In some cases, AI systems perform tasks that used to be manual, which saves resources. In other cases, AI performs tasks that were previously impossible, such as processing millions of data points in an instant. For businesses, AI is becoming table stakes. It is no longer reserved for innovators, early adopters, or large companies. AI-enabled systems can improve the customer experience, streamline customer service, drive…

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[Guest Post]: Customer Success with WorkRails

A New Reality Change is indeed the only constant in the universe. Like Uber and Lyft disrupted the taxi service, Customer Success disrupts the delivery of services in a subscription-based economy and creates new Laws of Physics in our Customer Universe. As I described in my series Crossing the Renewals Chasm, gone are the days where Marketing, Sales, Professional Services, Training and Support had a different view, objective and incentive plan of the customer, just like…

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Back to Basics: What Is a Service Catalog Platform?

As our long-time blog readers know, we have been talking about the benefits of customer-facing Service Catalogs from the beginning. We realized, though, that we never took a step back to properly explain, fundamentally, what a Service Catalog Platform actually is. The concept is popping up more and more, and other tech stacks are following in our footsteps and starting to talk about Service Catalogs. As the creators of the first Services Catalog Platform, it is…

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The Internal Benefits of Building a Service Catalog

Creating a Service Catalog allows you to productize your services and seamlessly deliver them to your customers at their point of need. But the benefits start even before you make your Service Catalog available to your customers. The very act of productizing your services helps you to eliminate internal inconsistencies and to communicate more effectively across teams. For many companies, these internal benefits are critical--a first step in their plan to automate the selling and…

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Salesforce Just Showed All Software Companies Why Services Matter

The global (SaaS) market is expected to break $50 billion in product spending by 2024, up from $12bn this year.  But where is that growth coming from? In part, from service offerings.  While the focus of SaaS has historically been on the first S (software), we are about to see a shift where the connection between software services and revenue growth comes more into play. Take, for example, Salesforce (nasdaq: CRM). In a recent discussion in Fortune,…

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Taking your services from PDFs to actionable Service Catalog Items

Cyber Monday seems to be an appropriate day to write a blog that mentions Amazon, as I’m sure that a good percentage of our readers have been on that site in the past few days. At WorkRails, we sometimes use Amazon as an example of the ultimate experience our clients should aspire to create for their customers seeking services. All of the companies we work with are at different stages of their “Services Evolution.”  Some understand the…

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When Productizing Services, Don’t Sell Effort — Sell Outcomes

Customers typically don’t care about how long a project takes you. What matters to them is that you deliver the agreed upon results. That is why a growing number of technology services providers are re-strategizing how they package and sell their offerings. They are moving away from hourly-based rates and instead adopting value-based pricing models. And while some organizations have taken steps to productize their services, operational components, like automating the buying and selling of…

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Top Takeaways from TSW 2017

Technology Service World (TSW) 2017 in Las Vegas hosted by TSIA was a completely different experience for us than the one we had at the San Diego show 6 months ago. This time around, we were a sponsor at the event with our own booth and, wow, were we overwhelmed with the support and feedback we received. The conference theme, “The Art and Science of the Customer Journey,” was the perfect backdrop for some phenomenal…

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[Guest Post]: Total Talent Strategy = Technology + EXECUTION on Ecosystem Approach

Ecosystem - a system, or a group of interconnected elements, formed by the interaction of a community of organisms with their environment. In our previous post, we promised to share what a more simplistic, modern, delivery model could look like for Total Talent Evolution. The word ecosystem is used (or overused) a lot these days; ecosystem workforce solutions, global supply chain ecosystems, technology ecosystems. I was really proud of myself coming up with a new concept for total…

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3 Things Technology Services Providers Can Learn from Amazon

Customers expect more from companies than ever before. They want answers to their questions when they need them and seamless, personalized shopping experiences and easily accessible assistance when they need help. Increased customer expectations are in part a result of “The Amazon Effect.” The ecommerce juggernaut is famously customer-centric. Its intuitive UX, personalized product recommendations, fast and free shipping, exceptional app, and lauded customer service program raised the bar for online experiences. The good news…

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WorkRails’ Jeffrey Leventhal in the Forbes article: Pitch Perfect: The Seven Essential Elements of the CEO Pitch

Getting people excited about your company is part of the modern-day mandate for today’s CEOs. And for good reason. A CEO’s ability to gain confidence and trust has a direct impact on a company’s bottom line. CEOs know their company inside and out, but that doesn’t always translate into an effective pitch: a succinct summary that establishes a company’s mission, vision, and unique value.

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Powderkeg Startup Strategies from a 5-Exit Founder and NYC Venture Partner

Knowledge comes with experience, and Jeff Leventhal has 25 years of experience in the tech startup world, including leading five companies from idea to exit and investing in many others. It’s an understatement to say he’s learned a few things on his entrepreneurial journey. Leventhal’s great professional passion has been using technology to facilitate the delivery of professional services. His current iteration on solving this problem is WorkRails, a SaaS solution that helps other software…

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BeyondVC Thoughts from Mulesoft and AppDynamics IPO Filings

I finally had a chance to take a quick read of the respective S1 filings for AppDynamics and Mulesoft. While the growth for each company is quite amazing, two thoughts jumped out at me. As we move to a cloud-only world with instant-on capabilities and low friction in onboarding customers, why does professional services revenue keep increasing year over year for these enterprise cloud businesses.

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It’s The Journey, Not the Exit And Other Lessons Learned About Startup Value Creation

One thing I’ve learned from the 5 tech companies I’ve built over the last twenty years is that building a business is a lot like an experiment. You’re mixing together different ingredients, which together could create something amazing. You go into that experiment knowing what the pieces are, but you do not yet know exactly how they will combine or what they will create.

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WorkRails: Faster Time to Revenue for SaaS Companies, Professional Services Firms

Call it the great divide: Businesses want to procure and activate SaaS-based applications. But they often lack the expertise to do so at scale. At the same time, SaaS companies want to generate more recurring revenues. But their applications often are too complex for end-customers to fully consume.

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Staffing Industry Analysts Finding Consultants: A store-within-a-store concept for software applications

New York-based WorkRails is the “coffee shop” within the grocery store that enables users to hire professional service consultants directly from inside an application. WorkRails, founded in 2016, connects professional services consultants, specifically ones with enterprise software expertise, to software users needing to hire such consultants. What is unique is how the service is sold and delivered.

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WorkRails CEO Jeff Leventhal discusses how startups and entrepreneurs can raise money more successfully

The year started with bang, and more entrepreneurs than ever are looking at strategic funding and budgets to help push their startup to the next level. But Jeff Leventhal, Co-Founder and CEO of WorkRails and partner at VC firm BoldStart, believes entrepreneurs could be doing a much better job of raising money.

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Innovate LI Names 2017 Innovators Of The Year

Software’s $700 billion Professional Services (PS) market, which includes everything from systems integration to software deployment to network consulting, is in the midst of a rapid spending and value shift driven by the industry’s continued migration to the cloud and subscription-based models.r

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WorkRails CEO: N.Y.C. entrepreneurs survive with tenacity and creativity

“The inspiration for Work Rails came when I was founder and CEO Work Market,” says Work Rails Founder Jeff Leventhal. “At that time we were using applications like Netsuite, Sugar, Marketo and New Relic. Often we needed to hire a consultant to help us integrate the product, set it up, do something post implementation and it became an eight-week process comprised of trying to find a consultant, negotiate a lengthy legal contract, discuss an SOW,…

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WorkRails highlighted for raising funds despite declining market

Angel and venture capital funding for Long Island startups fell 40 percent to $40.95 million in 2016, but remained above the four-year average of $37.78 million since 2013, according to newly released data. Angel investors use their own funds, as opposed to venture capitalists, who use pooled money. Angel funding sometimes precedes larger venture capital investments.

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Boldstart Ventures locks down $47 million for fund three

Boldstart Ventures started off with $1 million in 2010 as a kind of experiment. Could a New York-based outfit find enough seed-stage, enterprise-focused, East Coast opportunities to rationalize a bigger fund?

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What WorkRails’ Latest Funding Round Means for Procurement Practitioners

WorkRails, founded in late 2015, announced that it has raised $2.3M in a seed round led by Boldstart Ventures and including Lerer Hippeau Ventures, BoxGroup, and Lattice Ventures. The Long Island-based company, co-founded by Work Market and OnForce co-founder Jeff Leventhal, brings a unique play to the growing and rapidly evolving digital work intermediation platform space. While that realm tends to be thought of in terms of categories like freelancer marketplaces, crowdsourcing, and FMS, it…

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WorkRails Raises $2.3 Million To Embed Access To Professional Services In Enterprise Software Products

WorkRails, a Huntington, NY-based software platform to make professional services accessible from within enterprise cloud applications, raised $2.3m in seed funding. The round was led by Boldstart Ventures with participation from Lerer Hippeau Ventures, BoxGroup, and Lattice Ventures. In conjunction with the funding, Eliot Durbin from Boldstart will be joining the Board of Directors.

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WorkMarket Co-Founder Returns With New Startup WorkRails

WorkRails Inc., aims to embed a consultant button into a variety of cloud software applications. Its idea is to allow companies to connect to consultants who would help them use software they purchase.

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WorkRails Raises $2.3 Million To Embed Access To Professional Services In Enterprise Software Products

WorkRails, the first software platform to make professional services accessible from within enterprise cloud applications, announces today that the company has raised $2.3 million. WorkRails uniquely allows software companies to embed consulting access as an application feature, making it easy, scalable and profitable to offer professional services.

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WorkBench Company Of The Week

Founded by Jeff Leventhal (Cofounder of Work Market), WorkRails is a professional services platform embedded directly within applications and software that enables users to book consulting help from vetted professionals quickly and easily.

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Cloud Migration’s Impact on Professional Services and the Opportunity It Presents

Software’s $700 billion Professional Services (PS) market, which includes everything from systems integration to software deployment to network consulting, is in the midst of a rapid spending and value shift driven by the industry’s continued migration to the cloud and subscription-based models.

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