Asaph Advisors Podcast

Asaph Advisors Podcast

By Asaph AdvisorsBusinessManagement
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Asaph Advisors Podcast episodes

  • 3.2 The "What & Why" of Services as a Product (SaaP(TM))

    Asaph Advisors recently sat down with Robert Hauckenberry of The Apricity Group for a discussion of SaaP.

    Over the course of 9 episodes, Hauckenberry and Sloan discuss:

    - 3.1   The "What & Why" of Services as a Product (SaaP(TM))
    - 3.2  The Sales & Services Relationship (and how SaaP helps)
    - 3.3  Accelerating the Sales Proces
    - 3.4  Increasing Customer Confidence with SaaP
    - 3.5  Accelerating Delivery with SaaP
    - 3.6  SaaP Enables PS Scalability & Profitability
    - 3.7  How to Build your SaaP Portfolio
    - 3.8  The SaaP Architect & the Role of Sales
    - 3.9  Valuing & Pricing SaaP Offerings

    Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

    4 min
  • 4.03 PS Investment in the Right Customers (Part 1: The Vision)

    In this episode, Matt Bolling, Sr Director, PS & Consulting at Workiva, joins us to start a three (3) part discussion focused on "How Services Organizations can think about and focus on investing in particular prospects & clients - deciding what and how to monetize their activities.

    Part 1 focuses on The VISION.

    In subsequent episodes, Matt will join us to discuss both:  IMPLEMENTATION and EXECUTION.

    Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

    21 min
  • 2.5 Driving Managed Outcomes with Customers & Other Great Insights from Tara Bartels

    In this episode, we explore a number of topics aimed at both the:  1) Experienced and 2) Newly Minted Consulting & Professional Services (C&PS) professional.

    Tara Bartels, of Dataprise, shares her perspectives on:

    1) Leveraging industry standard frameworks to attack a problem
    2) Driving to Managed Outcomes (not just managed work)
    3) Building and honing Communication Skills to make your points with Clients
    4) Intellectual curiousity as a driver of success in the C&PS world

    Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

    29 min
  • 2.4 The Death of Stewardship

    In this episode, Martin Roxby of Nous Management Training joins Mark Sloan to discuss how Consulting & Professional Services organizations can foster a culture of mentorship and stewadship in today's remote consulting work envirohment.

    #Stewardship #Mentorship #ProfessionalServicesOptimization #Consulting Optimization

    Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

    26 min
  • 2.2 Accelerating Services Sales with Pre-Packaged Service Offerings

    In this episode, Tobias Kederer, a seasoned Consulting and PS Executive, joins us to discuss Selling Services as a Product (SaaP(TM)).

    Tobias has spent his entire career in Professional Services - first in pure consulting for some large firms (i.e. Andersen Consulting) and smaller boutique consulting firms and since 2006 in ProServe leadership roles for a variety of Saas/Tech companies.  

    This discussion focuses in on how Services Execs and Teams can accelerate PS sales by:

    1. Defining / Scoping / Pricing offerings in advance; and
    2. Building relationships with Sales


    Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

    27 min
  • 2.1 Accelerating Professional Services Sales with CPQ

    In this episode, Mahesh Boxi, CEO of Provus CPQ rejoins our own Mark Sloan to discuss:

    1. Starting a new business
    2. The problems CPQ solves for PS organizations
    3. How to make the case for CPQ 
    4. What CPQ success looks like

    Asaph Advisors Podcast - Optimizing Consulting & Professional Service Organization Performance

    37 min
  • 1.12 Overcoming the "4 Crises of Consulting" to Effectively Scale Your Services Org

    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

    27 min
  • 1.11 Accelerating Services Sales with Pre-Scoped Offerings & Technology

    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

    27 min
  • 1.10 Selling Services - Perspectives from a CRO

    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

    21 min

About Asaph Advisors Podcast

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We cover topics of interest to the Consulting and Technology Professional Services executive.