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Service Performance Insight www.spiresearch.com Service Productization Prerequisites 28 Copyright © 2012 SPI Research.   All rights reserved. Not for distribution. People Process Process SPI Research Capital
Innovate Define Develop Launch Optimize Service Performance Insight www.spiresearch.com Service Productization Failure Points • Misunderstood or not enough client “pain” • No market sizing or business case • No competitive differentiation • No overall plan or portfolio – Service Product “One-offs” • No business plan and/or executive support • Unrealistic expectations – both revenue and cost • No committed resources • No Service Productizing blueprints, methods, tools or competency • Without committed resources, service productizing takes too long, costs too much • No repeatable methods, tools, IP or plan for re-use • Not enough field feedback around “use cases” • No Sales, Marketing or Launch plan – no internal buy-in • Not enough time or resources committed to training • No Beta or reference customers • No method for capturing client and field feedback • No methods or tools for improvement • Poor field and client reception – missed revenue commitments • No metrics or measurements tied to compensation 29 Copyright © 2012 SPI Research.   All rights reserved. Not for distribution. People Process Process SPI Research Capital
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Page 5 and 6: Service Performance Insight www.spi
Page 15 and 16: O p p o r t u n i t y C a t a l y s
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