Books |
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|
|
Title |
Date |
Description |
|
|
Building Professional Services: The
Sirens' Song |
June, 2002 |
The first book to directly address the
process of building PS when it is part of a
product company. |
Request a copy |
Mastering Professional Services in a Product
Company |
July, 2005 |
A guidebook to creating a sustainable
business strategy for the professional service
function. |
Download the
Datasheet
Pre-Order Discount |
Articles |
|
|
|
| The 40/20
Myth |
December, 2004 |
Companies are pursuing financial
returns on their PS business
that don't exist in the
marketplace.
|
Request a copy |
| The PS
Charter |
September, 2004 |
Introduction of framework that
senior mangers can use to align
the PS business to overall
company objectives.
|
Request a copy |
| The Three
Pillars of a Services Strategy |
January, 2004 |
Introduction of the nine
variables a management team must
address when creating a
sustainable PS business
strategy.
|
Request a copy |
|
Solution Portfolio Management |
March, 2002 |
Discussion of
how a PS organization can
identify and develop a
profitable solutions portfolio.
|
Request a copy |
|
The Services Alignment Risk
Factor: The Real Challenge for
HP |
April 2002 |
Discussion of
how critical it is to align the
professional services business
unit to overall corporate
objectives. |
Request a copy |
| Coase, Product Companies, and Professional Services |
May 2002 |
Review of R.H. Coase´s theory of transaction costs and how it applies to product companies building internal professional service organizations. |
Request a copy |
|
ASPs Hear the Sirens' Song |
June 2002 |
Discussion of
how application service
providers are now relying on
consulting services as a
critical revenue stream |
Request a copy |
Profitability Levers for Professional
Services |
July 2002 |
Revenue, References, Repeatability. Three
key levers to improve PS profitability. |
Request a copy |
| The Three
Pillars of a Service Strategy |
June 2003 |
Article details the three main areas that
must be discussed to create a viable PS
strategy. |
Request a copy |
The PS Charter |
April 2004 |
Introduces a powerful tool to define the PS
charter |
Request a copy |
The PS Business Model |
June 2004 |
Discusses the different financial models for
PS. Introduces target ranges for services sales,
service marketing, and service engineering. |
Request a copy |
Metrics that Matter |
July 2004 |
Introduction of the PS Metrics Perspective
Graph. |
Request a copy |
| Zone 0 Metrics |
August 2004 |
Overview of the urgent
metrics a PS management team must track. |
Request a copy |
Presentations |
|
|
|
The Sirens´ Song: Building Professional Services at a Product Company |
June 2002 |
Automated presentation
that overviews key concepts from
the book.
|
Download |
The Four Phases of Building Professional
Services |
June 2002 |
Presentation that introduces the four
distinct phases product companies experience
when building out PS capabilities. |
Download |
| Building Professional Services: State of
the Industry |
February 2004 |
An overview of the top
four issues PS organizations are currently
struggling with. Presented at the February 2004
session of the OSU BPS series. |
Download |
