Most
technology product companies have a built-in revenue source in their service
portfolio that can be packaged around their products. However, many companies
leave the majority of that revenue on the table, either because they don’t
focus on providing the service, or because they don’t charge appropriately
for it. In fact, many technology companies are losing money on their services,
as they view professional services as a cost center instead of a profit
generator.
The
problem is that services are difficult to package, sell and deliver for
a company that is built on engineering a good product. Marketing of services
is very different from products and experienced product salespersons typically
have trouble selling services.
Finally,
delivering services and managing a service business is very different
from a product business, from resource management to financial control.
Ahilia can assist product companies with all of these issues to help develop
a robust services offering and service delivery organization. |
Ahilia
offers the following services to technology product companies:
Services
Assessment
Assess current status of services business recommending concrete ways
to 1) develop new services 2) grow service profitability 3) enhance customer
experience and 4) improve services delivery
Services
Portfolio Definition
Define a portfolio of service offerings that is complementary to your
company’s products
Services
Marketing
Develop go-to-market strategy and detailed execution plan to sell services
Sales
Support
Develop frameworks, tools and processes to support your sales team when
selling services including coaching on how to sell solution based services |
