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Consumption Economics: The New Rules of Tech


Bridging the Services Chasm: Aligning Services Strategy to Maximize Product Success

Professional Services Press, 2009

Ch 1 Pattern of Failure

Bridging the Services Chasm provides a comprehensive framework companies can use to make critical service strategy decisions that have rapidly become the difference between product success and market failure. Based on the analysis of both large and emerging technology providers, this book leverages a combination of public record, unique survey data, and direct interaction to clearly define the critical role services in now playing in the success of product companies. In 1991, Geoffrey Moore published Crossing the Chasm. This seminal work framed and defined the specific challenges that companies face as they attempt to drive new product offerings to market. Since then the technology marketplace has significantly matured, and a new set of strategy challenges for product-centric companies becomes evident. And of course, there is a new chasm that companies must decide how to cross: The Services Chasm. A majority of product companies analyzed for this book are hesitant to pursue emerging services opportunities, thus sacrificing badly needed margin dollars and creating confusion for service partners and customers alike, ultimately crippling product success. Bridging the Services Chasm frames the services strategy decisions product companies can no longer afford to defer and provides a clear path for action. A must reference book for the next generation of business leaders tasked to successfully drive technology solutions to the marketplace.

Building Professional Services

Prentice Hall, 2002

Guide to structuring a technology professional services organization.

Review from amazon.com:

14 of 14 people found the following review helpful: 5.0 out of 5 stars Finally!, June 21, 2002
By  Mike Tarrani "www.tarrani.com" (Deltona, FL USA) - See all my reviews
(TOP 500 REVIEWER)    (REAL NAME)    (COMMUNITY FORUM 04)    This is a book that fills a sorely needed gap in the computer consulting industry, and is especially valuable for start-up consulting companies, established companies that want to achieve higher profitability, and for internal IT organizations that are seeking a way to move from a cost center to a profit center.

Mastering Professional Service

Professional Services Press, 2005

Frameworks for aligning PS strategy in an embedded PS organization

Review from amazon:

2 of 2 people found the following review helpful: 5.0 out of 5 stars If you're new to the PS management ranks, the book is a MUST, April 7, 2007
By  James Togher "Big Jim" (Maryland USA) - See all my reviews
(REAL NAME)    All I can say is that this book covers absolutely all the bases. If you've been in PS for 17 yrs like me, there is nothing earth shattering about the book, but what astounds is how completely the book explains the planning and organization. It was a terrific refresher. If you're new to the PS management ranks, the book is a MUST and will really help you be more successful, and avoid some common landmines.