Industrial Equipment Breakfast

Big Industry Trends Impacting Professional Services

Industry transformation is having a significant impact on professional services in a variety of different ways. This part of the summit will provide an introduction to current trends and how they relate to professional services, establishing the overall context for all of the subsequent topics on the agenda. You will hear TSIA’s point of view on key industry trends impacting professional services and learn how TSIA members are being impacted by this industry transformation.

Leveraging Professional Services to Accelerate Customer Time to Value

One of the most important impacts of industry transformation is the heightened importance of delivering customer outcomes and value, as well as minimizing customers’ time to value and outcome realization.

In this portion of the summit, attendees will:

• Learn about TSIA’s framework for thinking about the customer journey

• See examples from the industry of how companies are designing outcome journeys for their customers

• Discover how industry peers are successfully accelerating customer time to value through their PS offers and best practices

Optimizing the Professional Services Business Model in a Transforming Tech Industry

Conventional wisdom about PS financial performance has often been conventional but not wise, meaning that it’s based on myths and bad information. Industry transformation is making it even more difficult to keep financial performance expectations moored to known benchmarks and standards.

In this portion of the summit, attendees will:

• Learn about TSIA’s professional services financial model framework

• See actual benchmarks from TSIA’s vast storehouse of financial benchmark data

• Discover how industry peers are navigating industry transformation in the context of professional services financial performance

Key Practices of Successful Professional Services Organizations

Successfully navigating industry transformation requires both new and well-known capabilities. So, what are successful professional services organizations doing to overcome this challenge?

In this portion of the summit, attendees will:

• Learn about the key practices that TSIA has identified as the ones that successful professional services organizations all have in common

• Get a deep-dive look at key topics such as professional services strategy alignment, blending Sales and Services motions for easier transformation, optimizing partner management, and more

• Discover how industry peers are navigating the requirements of these practices, what successes and failures they have experienced

How to Use Your Professional Services Organization Structure to Drive Outcomes for Your Customers

The business environment is evolving ever faster with more complexity and interconnectivity as we transition from siloed organizations to open and integrated businesses. Industry 4.0 is a primary example driving change today in the market. As a result, our professional services organizations are required to deliver and support far more complex solutions, which require significantly higher levels of diversification of knowledge and experience to successfully deliver business outcomes. In this session, you’ll learn how Siemens used their professional services organization to leverage an “interlock” model to consistently deliver complex solutions across an extremely broad software portfolio anywhere in the world.