|
Key Points:
-The Sirens’
Song of services continues. As
evidenced in events over the
past three years, traditionally
product-centric companies are
finding it increasingly
difficult to ignore the call to
create professional services.
-Despite the
attraction to professional
services, a majority of product
companies will fail in their
efforts to build a profitable
and sustainable PS business.
-Incomplete
strategy, immature
infrastructure, and a
product-centric culture are the
three driving forces that impact
the success rate of professional
services within a product
company.
-To create a
viable professional service
strategy, a management team must
confidently answer three
questions:
-
What
financial expectations do we
have for PS?
-
Where
will the PS revenues come
from?
-
How will
we executive on our service
portfolio?
-When setting
the financial expectations for
the PS organization, Charter and
Business Model are the keystone
variables that must be set.
|
