Slides (PDF) - Unanet Technologies
Slides (PDF) - Unanet Technologies
Slides (PDF) - Unanet Technologies
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Service Performance Insight<br />
www.spiresearch.com<br />
Service Productization – How a PSA Tool Can Help<br />
Innovate • Misunderstood or not enough client “pain”<br />
• No market sizing or business case<br />
• No competitive differentiation<br />
• No overall plan or portfolio – Service Product “One-offs”<br />
Define • No business plan and/or executive support<br />
• Unrealistic expectations – both revenue and cost<br />
• No committed resources<br />
• No Service Productizing blueprints, methods, tools or competency<br />
Develop • Without committed resources, service productizing takes too long, costs too much<br />
• No repeatable methods, tools, IP or plan for re-use<br />
• Not enough field feedback around “use cases”<br />
Launch • No Sales, Marketing or Launch plan – no internal buy-in<br />
• Not enough time or resources committed to training<br />
• No Beta or reference customers<br />
Optimize • No method for capturing client and field feedback<br />
• No methods or tools for improvement<br />
• Poor field and client reception – missed revenue commitments<br />
• No metrics or measurements tied to compensation<br />
33<br />
Copyright © 2012 SPI Research. <br />
All rights reserved. Not for distribution.<br />
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SPI<br />
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