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Resources
Professional Services & Training
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ASPonline.com
> Resources
> Professional Services & Training |
Professional Services & Training
REPORTS
A Guide to Packaged Services
(2007)
Critical success factors for fixed scope, fixed price services
offerings.
How to Grow Professional Services
(2006)
Innovative ideas for building a larger, more lucrative
business from support-related professional services.
Maintenance & Services Ratios
(2007)
Revenue and cost benchmarks based on 100 individual public
companies, updated annually, plus expert advice on revenue
recognition, services accounting, and other financial issues.
Tech Support Reporting Channels
(2005)
Prevailing org chart models for support organizations.
Training Salary Survey
(2004)
Compensation benchmarks for instructor/trainers and content
developers.
Technical Support Training Metrics
(2003)
Benchmarks for in-house training hours, subject matter, and
delivery methods.
Trends in Fee-Based Support
(2002)
Data on pricing and features for maintenance, premium support,
training, consulting, and other paid support services.
EXPERTS
 Indicates
complimentary Open House hours
Al
Hahn,
president, Hahn Consulting
Sid
Saleh, Center for Services Marketing
Jeanne
Urich, management consultant, Jurich.biz
LIBRARY
Killer KPIs for Professional Services
(Jeanne Urich)
The numbers you should track to sell professional services
successfully.
How to Invent a Service
Product (David Birnbaum)
A methodology for identifying opportunities for new,
high-margin support services.
Profit Metrics for Professional
Services (Author)
Fee-based services can be a gold mine for support
organizations, but six key indicators are important to track
on a regular basis.
How to Capture More Training
Dollars (Dorene Sykes)
Useful advice on how to make training programs more profitable.
FORUM POSTINGS
Should we give competency tests when
we train new users?
"When we train new users on our software, some of our clients
want us to administer a final competency exam and even report
the scores of their attendees. Is this a good practice?"
Using channel partners for selling
training?
"I am trying to set up an indirect model for training
offerings through our channel network. We intend to identify
premier training partners in various geographies... We have
audited possible partners and come up with a checklist of
requirements... I am looking for fresh ideas on how to
appropriately structure the financial terms with such
partners."
USEFUL LINKS
[Recommendations welcome]
Alexander Consulting,
St. James City, FL 33956; 239/283-7400.
Web: www.alexanderconsulting.com.
Consulting firm specializing in professional services strategy
and metrics.
AntFarm,
Alpharetta, GA 30004; 678/566-3675.
Web: www.antfarm-inc.com.
Services design workshops and consulting.
Click Software,
Burlington, MA 01803; 781/272-5903.
Web: www.clicksoftware.com.
Workforce management for field service agents.
PSVillage.
Web: www.psvillage.com.
Community site for IT professional services consultants.
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