Role for PS Revenue

Does anyone have a role specialized to generate Professional Services revenue. For example, during the sales process the customers gets handed off to a specialist who creates the right success prescription for professional services? Or maybe even someone who contacts and offers services to customers in a specific stage of their life-cycle?

Answers

  • Thomas LahThomas Lah Executive Director & EVP Member | Guru ✭✭✭✭✭

    Admir: Bo Dimmucio has frameworks and data related to the different models technology companies use to successfully sell their PS offers:



  • Sarah LowneySarah Lowney Director of Professional Services, EMEA Founding Member | Scholar ✭✭

    We do! There is a specific role that sits in Sales Enablement designated as an overlay-type role, but is a PS specialist. They are introduced pre-sale to the customer and work with the SME's on the customer side to understand requirements from a data, project and even budget perspective to recommend the optimal implementation approach. They also write the SOW.

    In the specific sector we work in (non-profit) often the budget plays the main deciding role in the PSpackage, so a key aspect of this role is also to document and agree with the customer (and crucially, hand over to the implementation team) additional Services that might have been discussed pre-sale, but budget limitations put them out of scope or moved to a post live, 'phase 2' project.

    To your second point, they also sell back-to-base for existing customers, although are more led by the sales team initiating the opportunities.

  • Cindy YoungCindy Young Senior Manager Founding Member | Scholar ✭✭

    Our PS team does have senior roles who support the software/services sales process. Standardly, we define an implementation service model and if the customer is comfortable with standard services as communicated by the sales rep, PS does not need to be involved. However, many times, the customer does need a more detailed explanation of what is included in standard services, and/or they want something outside of standard services - this is when our senior roles in PS become involved in the sales process.

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