Services Growth & Effectiveness Approach (PowerPoint PPT)

This presentation sets out an approach to develop a service growth and effectiveness strategy.

The contents include:
•  Define strategy
•  Build capabilities
•  Optimize operations
•  Sell and market

This is a supplement to another document of mine titled "Service Growth & Effectiveness Strategy." See related documents below.

This document provides a comprehensive framework for segmenting service offerings by customer segment. It includes detailed primary activities like defining customer segmentation, performing needs assessments, and matching service offerings to customer needs. Key deliverables feature customer needs by segment, services offerings by segment, and value propositions tailored to each segment.

The approach also emphasizes leveraging acquisitions and alliances to fill capability gaps. It includes tools such as a make versus buy decision matrix, partner candidate assessment, and deal scope analysis. Primary activities involve determining internal capability gaps, identifying potential partners, and developing a business case for acquisitions or alliances. Key deliverables include a detailed acquisition or alliance plan.

Optimizing services delivery is another critical focus. The document outlines steps for establishing internal cost and performance baselines, performing external analyses, and prioritizing improvement opportunities. It includes a prioritization matrix for improvement opportunities and quantifies ROI impact. Key deliverables are a quantitative baseline analysis and a high-level implementation plan.

The final section covers optimizing services sales effectiveness. It includes high-level benefit quantification, measurements and rewards, and organizational considerations. Primary activities involve conducting baseline analyses, comparing industry best practices, and designing a to-be sales model. Key deliverables include a new design for sales of service with product, increasing renewals, and quantifying financial benefits.