Conference Presentation

Crossing the Big Fat Red Line for Extreme PS Pricing Performance

This report is for members only

Ask about TSIA membership to access.

Already a TSIA Member? Sign In.


In many tech companies, professional service organizations have two diametrically opposed pricing objectives: 1) stay out of the way of the product sale, and 2) make a good profit for the company. To accomplish both objectives, PSOs must delineate Essential Services from Value-Added Services, and have distinct pricing strategies for each. During this workout we will lead a discussion on these questions:
  • How do you draw the line between ES and VAS in professional services?
  • What pricing strategies make sense for each?
  • How do the other elements of the marketing mix – offering design, marketing communication and channel strategy – support your pricing strategy?


Authored By:

Publish Date: May 6, 2014

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.