In this episode, Charles Rattray joins Mark Sloan to discuss how to build a "Crawl / Walk / Run" approach to selling services to customers to accelerate the customer journey.

#ServicesSales #TimeToValue #ScopeManagement

Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

In this episode, Tobias Kederer, a seasoned Consulting and PS Executive, joins us to discuss Selling Services as a Product (SaaP(TM)).

Tobias has spent his entire career in Professional Services - first in pure consulting for some large firms (i.e. Andersen Consulting) and smaller boutique consulting firms and since 2006 in ProServe leadership roles for a variety of Saas/Tech companies.

This discussion focuses in on how Services Execs and Teams can accelerate PS sales by:

1. Defining / Scoping / Pricing offerings in advance; and
2. Building relationships with Sales

Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

In this episode, Mahesh Boxi, CEO of Provus CPQ rejoins our own Mark Sloan to discuss:

1. Starting a new business
2. The problems CPQ solves for PS organizations
3. How to make the case for CPQ
4. What CPQ success looks like

Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

In this episode, we are joined by Fraser Moore, Head of Consulting at the PSA provider CMAP.

Fraser joins us to share his experience working both in and with a variety of growing services organizations.

Specifically, Fraser has charted out the four (4) typical crises that services organizations go through as they scale their business - and how to successfully navigate the crises.

Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

In this episode, we are joined by Tracey Shirtcliff, CEO and Founder of ScopeBetter CPQ.

Tracey and I explore the benefits of pre-scoping and defining your services offerings, so that you can, sell Services as a Product (SaaP (TM)) - and how Configure / Price / Quote (CPQ) technology can help accelerate time to value.

Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

Craig Jones, Chief Revenue Officer of Star Compliance, joins us to discuss how to effectively sell services.

Star Compliance provides configurable software solutions to assist users with compliance processes and regulatory standards.

Craig has extensive experience in the technology industry as an:

o Investor / Board Member / Chief Revenue and VP of Sales / Partner

o At companies such as: Accenture, NetSuite, SAP, GE, and WorkDay

Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

In this episode, Alpesh Patel and I discuss Scaling the PS org at different stages of maturity:

1) At inception...starting with nothing
2) Starting with piece parts that may pre-exist across the tech company
3) Maturing the PS org into an efficient and effective organization.

Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

In this episode, we chat with PS exec, Michael Hardy.

Michael has served in a variety of professional services roles at: OpenAir, Oracle, and OST.

Michael speaks with Asaph Advisors about his role optimizing PS utilization at digital consultancy OST - as well as lessons learned from his experience working at a PSA solution provider.

Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance