Asaph Advisors Podcast

In this episode, we are joined by Fraser Moore, Head of Consulting at the PSA provider CMAP. Fraser joins us to share his experience working both in and with a variety of growing services organizations. Specifically, Fraser has charted out the four (4) typical crises that services organizations go through as they scale their business - and how to successfully navigate the crises. Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

In this episode, we are joined by Tracey Shirtcliff, CEO and Founder of ScopeBetter CPQ. Tracey and I explore the benefits of pre-scoping and defining your services offerings, so that you can, sell Services as a Product (SaaP (TM)) - and how Configure / Price / Quote (CPQ) technology can help accelerate time to value. Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

Craig Jones, Chief Revenue Officer of Star Compliance, joins us to discuss how to effectively sell services. Star Compliance provides configurable software solutions to assist users with compliance processes and regulatory standards. Craig has extensive experience in the technology industry as an: o Investor / Board Member / Chief Revenue and VP of Sales / Partner o At companies such as: Accenture, NetSuite, SAP, GE, and WorkDay Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

In this episode, Alpesh Patel and I discuss Scaling the PS org at different stages of maturity: 1) At inception...starting with nothing 2) Starting with piece parts that may pre-exist across the tech company 3) Maturing the PS org into an efficient and effective organization. Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

In this episode, we chat with PS exec, Michael Hardy. Michael has served in a variety of professional services roles at: OpenAir, Oracle, and OST. Michael speaks with Asaph Advisors about his role optimizing PS utilization at digital consultancy OST - as well as lessons learned from his experience working at a PSA solution provider. Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

At Asaph Advisors, we've coined the phrase, "Sell Services as a Product," or SaaP(TM) for short. We believer Professional Services Organizations can accelerate the sales cycle when they have pre-defined service offerings: Scope, Deliverables, and Pricing. Product Sales organizations are geared toward selling a "product" - a defined thing. By making Services less nebulous - and more defined - they are can more readily initiate and close new services. In this discussion, we speak with Mahesh Baxi of Provus CPQ on how technology can enable the selling of SaaP. Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

We are joined by "The Consultant's Consultant," Dr. Joe O'Mahoney. In this episode we discuss adding new consultative offerings to the Professional Services organization's portfolio - to drive new revenue, build new and expand existing client relationships, and strengthen the PS organization's position. Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

Technology organizations can grow both organically and inorganically. In today's podcast, we explore inorganic growth and how to merge and blend professional services (PS) organizations. We are joined today by Mike Nash of Lone Wolf Technologies. Mike has participated in and around a number of mergers during the creation of leading edge technology companies. Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

As consultants and professional services practitioners, we all had to be proactive - and manager our clients, projects, and competing demands. We have found that as we get promoted to run a PS organization, the executive may end up on her/his heels - being reactive instead of proactive. This podcast delves into how to proactively forecast resource needs so that you can optimize utilization, be prepared to hire / x-train, and generally meet the needs of the organization. Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

In this episode, Alpesh and I are joined by Professional Services industry veteran Ashok Gurumurthy of NTT Limited. We do a deeper dive into the Customer Success & Professional Services gear to dig into the two functions work together to deliver on the promise of delighting customers - and removing internal barriers to success. Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

In this episode, Alpesh and I are joined by John Schuler and JP Slonkosky of PS Quote. We do a deeper dive into the Sales & Professional Services gear to dig into how PS organizations can accelerate the process of selling services. And in the process...decrease the friction that often ensues between Sales and Professional Services teams. Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

Within a Technology company, the Professional Services (PS) organization plays a unique and very interconnected role. While Sales may drive the initial contact with a prospective customer, the PS org is there soon after to begin scoping out the technology implementation. There are touchpoints with: the Customer, Sales, and Finance throughout this initial phase of customer engagement. Once a deal is sold, PS is the face of the company to the customer throughout the implementation - establishing the relationship (good or not so good) with the customer. PS involvement may wind down - but there are then handoffs to Customer Success and Support. As a result of these "interconnected" gears across the technology organization - Professional Services groups need to spend time managing both externally (the Customer) and internally (the various gears). This podcast series will explore these interconnected gears and steps you can take to optimize performance. Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance