partner perspectives
TPSA Members: Simply click on the Partner Perspective title to download a copy of the full document in .PDF format.
A Primer on Packaged Services 
Randy Mysliviec, President, RTM Consulting, LLC
Create powerful differentiation for your company while making the job of resource management easier at the same time – sounds like something worth doing! For years, manufacturers have known that designing a product with the intent to build it in volume, paves the way to fatter margins, improved quality, lower costs, and more predictable resourcing. Welcome to the future of technology professional services.
Increasing Software Provider Profits through Effective Usage
Chris Dowse, CEO, Neochange
Software providers can increase revenues, reduce costs, and create competitive advantage by enabling effective usage of their software. This paper discusses the revenue and cost benefits available to software providers who choose to enable their customers’ effective usage. More specifically, this paper introduces three critical investment decisions software executives face should they choose to pursue effective usage driven profits.
Virtual Professional Services: A New Approach to Service Delivery
Thomas Lah, Executive Director, TPSA
This paper begins by defining the key parameters of a virtual professional service organization. The paper also discusses the current drivers for virtualization. Finally, it ends with an overview of Citrix GoToAssist technology that enables a virtual delivery model.
Professional Services Marketing: Changing the Corporate Dance
Kathy Macchi, Principal, Allegro Associates
This Partner Perspective outlines four common mistakes made in professional services marketing efforts. Learn what these challenges are and solutions on how to avoid them.
Effective User Adoption = Maintenance Revenue Protection
Chris Dowse, CEO, Neochange
Over the past several years, maintenance revenues have grown to now represent the lion’s share of operating profits for many software vendors. Multiple market forces are aligning to threaten this industry cash cow. If these threats are not addressed, leading software vendors stand to lose $billions of high margin maintenance revenue which will erode company profits. This paper outlines the magnitude of this threat and proposes a solution for software vendors, which is to redirect operational investments towards services that elevate Effective User Adoption™ practices.
Targeting Talent: Strategies and Tactics for Top Performance
James A. Alexander, Partner, Alexander Consulting
This paper points out many of the common mistakes managers make with regards to talent management and describes a framework and the steps to follow to most efficiently manage your investment in talent. Furthermore, this paper provides leadership principles and philosophies that most effectively attract, develop, and retain star employees. Finally it empirically demonstrates that in technology professional services, organizations that emphasize talent have superior performance over those that don’t.
Value Assessment Methods in Selling
Bill Hall, President, Pretium Partners
The discipline of defining and articulating business value has become mission critical for technology companies of all types and sizes. There is clear pattern recognition between companies that have mastered the required skills of a “solution” marketplace and those that have not. Companies stuck in the no-man’s land between commoditized product offerings and the inability to define business value should be highly motivated to change their current situation. Whether they need to successfully sell a new product offering or they are now selling a complex service portfolio, the ability to define and defend business value has become table stakes in the technology marketplace.
The Economic Impact of Superior Customer Experiences: Part 2
Stephen R. Satterwhite, President and CEO, Entelligence
This is the second of two papers presenting an in-depth analysis of the economic impact of creating superior customer experiences, as well as the critical success factors today’s IT service providers must master in order to compete in the global IT services market. This paper discusses three powerful economic building blocks necessary to building The Culture of Superior Customer Experiences.
The Economic Impact of Superior Customer Experiences: Part 1
Stephen R. Satterwhite, President and CEO, Entelligence
This is the first of two papers presenting an in-depth analysis of the economic impact of creating superior customer experiences, as well as the critical success factors today’s IT service providers must master in order to compete in the global IT services market. This paper provides an overview of the services economy, the problems facing the technology services industry, and the opportunities available for companies ready to face the challenge.