If you work for a product company (i.e., product sales constitutes the majority of the company revenue), no matter what function you work in, your job #1 is to make the product better.
Mr. President, "Tear Down This Wall"
April 07, 2017
Winning Has A Common Face...
March 31, 2017
"...it goes to the people who are productive, innovative, competitive, adaptive and resilient", says Jeff Immelt, Chairman & CEO of GE. I recently watched a video of Jeff (if you have time, I recommend watching the first 10 mins of the video) summarizing GE's strategy in two simple words - Rebooting Productivity.
Airplanes Take Off Against The Wind, Not With It
March 10, 2017
Do the challenges facing your professional services organization seem insurmountable? If the answer is yes, let me assure you that you're not the only one in that conundrum. Based on hundreds of conversations with services executives (Sr. Directors, VPs, SVPs) these challenges can be grouped into 3 mega trends.
Quality Control vs. Quality Assurance
February 15, 2017
Winning deals is not easy especially in competitive markets. So loosing a deal when you seemed like a clear winner is understandably frustrating. Most of the times these losses can be easily avoided. Well, this is precisely the intent behind your review and approval process… To ensure your proposals and statement of work documents convert customer interest into won deals. But virtually all ...
Goodbye "Professional" Services, Welcome "Product" Services
February 06, 2017
Businesses become successful by solving customer problems that are deep and meaningful. But how do you go about uncovering these customer problems?
Always Lead with Professional Service
January 22, 2017
The recent hype surrounding technologies such as Internet of Things (IoT), Artificial Intelligence (AI) and Virtual Reality (VR) has become almost deafening. Although it’s great for exposure and recognition, hype can also be a detriment to successful adoption —paired as it often is with inflated expectations and even disillusionment.
Is Software Professional Services Dead?
January 16, 2017
Not quite, but it's in the midst of a significant business model disruption! More specifically its the transition of enterprise software from on-premise to software-as-a-service (SaaS) that's driving the business model disruption. Just take a look at some of these metrics...
Professional Services in Enterprise SaaS Companies
January 10, 2017
Technology executives often lament that professional services is a low margin business. What they really mean is that compared to product operating margins (typically around 30%), professional services is about half (around 15%). Due to this reason the blended average of product and professional services margins is lower - which is deemed less than ideal.
Biggest Challenge For Professional Services Teams In 2017
January 06, 2017
I recently had the pleasure of talking to Roy Nicholson about how to fast track your professional services career in 2017. Roy is the Vice President of Worldwide Professional Services at Dell EMC with over 20 years of technology consulting experience. During the course of our conversation we talked about the mega trends impacting technology professional services teams in 2017. Here's a summary ...
Fast Track Your Professional Services Career In 2017
January 03, 2017
Are you in professional services and looking to fast track your career in 2017? Listen to this 15 minute podcast where Roy Nicholson, Vice President of Worldwide Professional Services at Dell EMC shares his thoughts on how to move up the career ladder in professional services. Practical tips on what you can do in 2017, including focusing on outcomes for client engagements, developing ...