Conference Presentation

Crossing the Big Fat Red Line for Extreme PS Pricing Performance

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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?


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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