Conference Presentation

Connecting Service Offers to Customer Business Value

This report is for Service Revenue Generation members only

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Have you started the journey to develop outcome-based service offerings? Are you thinking differently about how to position your service offerings against the outcomes your customers are trying to achieve?

We have been working with technology companies to make this pivot and there are three critical questions that must be answered to begin the journey with confidence:

  • Who are my most strategic customers?
  • What are their critical business challenges and objectives for the next 12 to 18 months?
  • How do these customers measure their business performance?

Answering these three questions will launch you forward with designing outcome-based service offerings and their associated outcome-based pricing.

In this session we will review and discuss:

  • Techniques for understanding customer business challenges
  • How to utilize Business Value Maps
  • The link between customer business challenges and outcome-based pricing strategies
  • A case study for a specific group of customers

Join Julia Stegman, vice president of research for the Service Revenue Generation discipline, to hear the latest research from TSIA and to interactively engage with your peers on building these critical capabilities.


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

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