Professional services are undeniably important to the channel. To solution providers, these high-touch, high-value services offer the highest margins and best profits, and can offset the costs and narrow margins of traditional product sales.
Professional services is the central way partners define value to their customers – and therein lies the rub.
In a recent research project by The 2112 Group and technology distributor Ingram Micro, we found that solution providers may be leaning on the formidable merits of the professional services model to a fault.
Our Driving Growth Through Partnership in Professional Services report finds many partners are so intent on the delivery of professional services to reinforce the value customers perceive that they overlook opportunities to expand their engagements, reduce costs and increase revenue.