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

  • ThomasLah
    ThomasLah 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 Lowney
    Sarah 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.

  • CindyYoung
    CindyYoung 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.

  • Ritesh Gupta
    Ritesh Gupta Lead, Professional Services Founding Analyst | Scholar ✭✭

    Hi Cindy,

    Are your PS resources OPEX or COGS based?

    -Ritesh

  • Jaime Farinos
    Jaime Farinos Head of Services and Support - Chronicle Founding Member | Scholar ✭✭

    An PS Engagement Manager will typically work with Sales/Presales and PSO to position the right services according to the requirements of the customer and be a key point of contact to make the transition be smooth. I have seen this role at different companies. In addition to that, in more mature companies, a Post-Sales Engagement Manager or architect will have a similar role owning the overall strategy for a customer and engage the right teams, PSO, or Support Services.