Conference Presentation

Adding Subscription Services to a Project-Focused Services Practice

This report is for members only

Get Access to Member Content

Already a TSIA Member? Sign In.

Transforming a software global professional services practice from a project-services focus to include a service-subscription model is a challenging and arduous journey that Bentley Systems began in 2016. The subscription model, called "Success Plans," is a new and significantly different approach to Bentley's traditional professional service methodology. Mark Hattersley and Barbara Reisenwitz will present the goals of, progress made, and missteps taken on this journey, as well as what work remains for this transformation. Specifically, they will discuss:

  • The need for alignment of people and terminology.
  • Changes to contract terms, cost estimating, and risk management.
  • What a "Success Plan" is. 
  • Communication with sales and the customer base.
  • Setting realistic goals for success.
In this session, Mark and Barbara will outline the processes used, how much progress was made, what is left to do on this journey, and what the realities of this year's work aligned with the resultant realities.

 

TSIA is well worth the investment. This is the one place where you can come and get a fusion of ideas that you can then marry up to the goals and objectives of your organization and boil that down into several actionable plans that you can implement over the next 6 months to a year.

Peg Rodarmel, SVP, Subscription Services, Infor

Experience Our Community

Our thriving community of 35,000 services leaders rely on TSIA insights every day.