Profit driver 1: Revenue

How does your revenue generation impact profit?

In IT, services revenue has traditionally been tied to product sales. However, for many IT organizations this is changing – it’s now all about developing a portfolio of services that both drive revenue and generate profits, in their own right.

How do you do this if the main business is still product led? Or what if the strategy is to transform from a product-led business to a services-led one?

High performing IT Services organizations possess a first rate understanding of their pipeline – for both new and existing business. They have complete visibility of where clients and prospects are heading and where the services they provide fit, within and outside of their product portfolio. They possess uncanny foresight in spotting their clients’ challenges and turning those into opportunities.

With that sort of insight, it’s not difficult to see why these organizations tend to be persistently profitable.

It’s time to profit

Our IT clients achieve persistent profitability through our Professional Services Automation system that allows them to track a client from pre-acquisition through to invoice and beyond. It gives them:

• A 360° view of client/prospect organizations and therefore a more granular context
• Analyzable data that can reveal hidden gems of services potential
• The lead time necessary to develop more tailored services for the most profitable clients/opportunities
• Increased cross and up sell services opportunities because their Professional Services team understands the client’s needs better but in the context of what is commercially viable for the business
• Better focus on the most profitable business for the organization