Asaph Advisors Podcast
We cover topics of interest to the Consulting and Technology Professional Services executive.
Episodes
17 episodes
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
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Season 2
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Episode 5
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28:16
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.<...
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Season 2
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Episode 4
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25:28
2.3 The “Big Bang” vs. The “Incremental Scope” Approach to Selling Services
In this episode, Charles Rattray joins Mark Sloan to discuss how to build a "Crawl / Walk / Run" approach to selling services to customers to accelerate the customer journey.#ServicesSales #TimeToValue #ScopeManagement
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Season 2
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Episode 3
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29:46
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 f...
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Season 2
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Episode 2
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26:36
2.1 Accelerating Professional Services Sales with CPQ
In this episode, Mahesh Boxi, CEO of Provus CPQ rejoins our own Mark Sloan to discuss:Starting a new businessThe problems CPQ solves for PS organizationsHow to make the case for CPQ What CPQ success l...
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Season 2
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Episode 1
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36:02
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...
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26:43
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...
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Season 1
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Episode 11
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26:17
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....
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Season 1
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Episode 10
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20:22
1.9 Scaling the Professional Services (PS) Organization
In this episode, Alpesh Patel and I discuss Scaling the PS org at different stages of maturity:1) At inception...starting with nothing2) Starting with piece parts that may pre-exist across the tech company3) Maturing the PS org ...
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Season 1
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Episode 9
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20:20
1.8 Optimizing PS Utilization
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 utiliz...
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Season 1
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Episode 8
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18:25
1.7 Services Quoting Automation
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, De...
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Season 1
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Episode 7
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33:15
1.6 Adding Higher Value Services to the PS Portfolio
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 cl...
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Season 1
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Episode 6
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30:57
1.5 Merging & Integrating PS Organizations & Cultures
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 Wol...
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Season 1
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Episode 5
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16:32
1.4 PS Execs - Stop Fighting Fires...Get Ahead of the Game
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 he...
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Season 1
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Episode 4
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14:07
1.3 Customer Success & the Connection with Professional Services
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 ...
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Season 1
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Episode 3
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24:29
1.2 How to Make Selling Services EASIER!
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 serv...
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Season 1
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Episode 2
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27:23
1.1 Professional Services & The Interconnected Gears of a Technology Organization
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 ...
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Season 1
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Episode 1
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12:51