Bo Di Muccio
Discussions continue in organizations across the globe as they look to optimize their professional services (PS) sales models, and for good reason. An optimized professional services sales model helps organizations set realistic goals and put strategies into place that will help them achieve those goals, all while gaining a competitive advantage.
But there is one key caveat to achieving PS sales success: your professional services sales model must revolve specifically around what your business is looking to maximize. So how do you determine which sales model is right for you? TSIA's Professional Services research has determined four key questions each professional services organization (PSO) should ask itself, shown in the infographic below.
Your answers to these key questions will help you to determine your areas of focus. And once you’ve done that, all that’s left to do is to align your model to that charter. TSIA's Professional Services research practice is here to help you find out which proessional services sales model is right for you.
Post Date: December 15, 2014
Bo Di Muccio, Ph.D., is the distinguished vice president of research, Professional Services, for TSIA. He is also the chairperson of the TSIA Professional Services Advisory Board. Using his nearly 15 years of experience in technology industry research, analysis, and consulting, Di Muccio develops and delivers research and advisory programs that help some of the world’s leading technology companies build and optimize their professional services business.
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