The Services Model: Transitioning Your Mind & Your Team Bonnie M. Robertson The Robertson Company

Topics Why transition? What is needed to transition? How will you know it is successful?

Why Transition? Changes in the market – Platform software as a commodity – Cloud as a deployment Changes in vendor programs – Business model changes Changes in customer expectations – Easy or Industry or both Exceptions to the rule: – App building or Industry platform solutions

What is needed to transition? Mindset – Customer strategy vs. software sales Go to market strategies – Start – really start – with customer needs Team operations and language – “Seats” to “Services” – “Implementations” to “Actualizations” Measures of success

How will you know it is successful? What is success now? – “software” + “implementation” or “customization” What is success in services businesses? – Strategic customization – Platform packaging How will you know it is successful? – Profitable projects – some before software is considered – Client references – Recurring projects with loyal customers

Summary Transition because the market and your business strategy requires it Transition mindset, language, operations and metrics Success is knowing and measuring the “value” to your customer

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