Sunday, April 17, 2011
Technology Services Europe - Closing Comments
Initial planning is already underway for TSE12. Information will be forthcoming on the dates and location for Technology Services Europe 2012.
We look forward to having you join us at next year’s conference!
Technology Services Europe - Day Two Final Plenary Sessions
The final plenary sessions for TSE11 included presentations by SAP and TSIA.
Michael Rehm, Head of Field Services, Germany, Austria and Switzerland, SAP Deutschland Ag & Co KG, presented Services as a Product. In this session, Mr. Rehm presented how SAP helps companies of all sizes and industries run better, extend, enhance, and optimize existing solutions or build innovative new applications according to their needs. SAP helps their customers achieve this by leveraging new delivery and partner models for software & services that make it easier, more affordable, and predictable for customers. And by doing so, this approach supports SAP in achieving their ambitious growth and profitability targets.
The closing plenary was presented by J.B. Wood, President and CEO, TSIA.
In The Changing Role of Services in the Sales Process, Mr. Wood challenged the attendees to further examine the role of services in growing profitable account revenue. His talk posed several questions to the delegates, encouraging them to examine their own operations, including:
-In a world where services that lead to consumption are becoming the key to account growth, what dynamics should be considered?
-How should we think about these opportunities?
-How should we realistically evaluate our ability to deliver on the promise given the people, processes and business models we have in services today?
This session provided some provocative thoughts around this major, upcoming revolution of the traditional “go-to-market” model and how this will require selling in the Services Motion.
Technology Services Europe - Day Two Plenary Sessions Continued
Novabase and Compuware presented Professional Services Automation: A View of Novabase’s Strategy and Return on Investment. Presented by Dinis Adriano, Senior Professional IT Management, Novabase and Steven Krater, Client Executive, Compuware, Mr. Adriano reviewed the journey Novabase took from decentralized systems with outdated business processes housed in different applications to the implementation of a centralized professional services delivery system. Novabase shared how automation of the services delivery cycle improved Novabase’s competitive advantage and increased revenue and services margins. He also shared the different levels of ROI that have been achieved.
From Break-fix to Preventive Care, was presented by Dr. Wolfgang Heimsch, CEO Customer Services, Siemens Healthcare. In this session, Dr. Heimsch reviewed their unique approach to delivering pro-active 24x7 customer service for over 60,000 customers and 200,000 installed systems worldwide. Their trendsetting remote service and connectivity approach utilizes a global team of experts, a global network of material logistics and a global training concept to achieve the highest levels of customer satisfaction year after year.
Technology Services Europe - Day Two Plenary Sessions
Technology Services Europe 2011 Day Two presented a full agenda of plenary sessions for the delegates. The topics ranged from Support Delivery in Virtualized IT Environments to a Case Study on the ROI of Professional Services Automation. From Effective Global Customer Support to Services as a Product. And a closing presentation on the Changing Role of Services in the Sales Process.
Each of the sessions challenged the audience to re-think their own operations and examine how the information presented could be applied in their own organisations.
In Innovation in Delivering Support in Virtualized IT Environments, Erwin Kepel, Director, Global Customer Support, EMEA North, EMC, covered EMC’s approach to virtualized IT environments, the challenges that IT organizations face as they take advantage of the changing models of IT, and more specifically key considerations when evaluating support providers in this context. He reviewed the Virtual Computing Environment (VCE) Company as a case study, with a historical view of how the coalition of Cisco and EMC with VMware established a truly unique model for multi-vendor support in virtualized IT environments.
Friday, April 8, 2011
Technology Services Europe 2011 Networking Dinner
Technology Services Europe - Day One Syndicate Sessions
- Is our company contemplating releasing a hosted, subsciption based product offering?
- Do we still need to clearly define what servies are included in our basic subscription pricing?
- Are customers asking for more help navigating this new cloud consumption model?
- Do we need to create new services that will make our cloud offerings 'stickier'?
- Are new cloud offerings cutting out our partners?
Connecting with Customers Online - TheBlackBerry Way, presented by Baldev Solanki, Manager, Self-Service, Research In Motion, reviewed considerations for getting into social media customer service, how to determine goals and objectives and use a pilot program effectively, and connecting with other social media activities within the enterprise.
Launched in 2009, social media support @blackberryhelp, is used to listen to what customers are saying – and to address support issues they may experience. Initially a pilot program, today, the @blackberryhelp account has more than 250, 000 followers and continues to focus on providing quick-response and personalized customer service.
This presentation described how service designing and testing can be realized in practice and presented a possible technique – ServLab – for simulating services with the help of virtual reality and service theatre.
Technology Services Europe - Day One Plenary and Syndicate Sessions
TSE 2011 speakers and delegates explored a variety of services topics in both plenary and syndicate sessions. Value-Added Services continues as an area of high interest in the European technology services sector and delegates enjoyed the insights presented by Michael Herzog, Corporate Director Service, Endress+Hausser.
His plenary session, titled How to Escape the Looming Commody Trap in Value-Added Services, explored the convergence of services and business process integration. When this convergence is supported by a "service oriented" IT architecture, VAS offers a solution to combat two primary concerns - overly complex business processes and a lack of perceived customer value.
First customer pilots with this new breed of "connected" and "managed" services in the process industry are giving first proof of concept. The common phone support process and the well perceived delivery of value within a performance based maintenance contract are two such scenarios. Ideas for the further deployment and productization were highlighted along with possible barriers to overcome.