Project Description

Professional Services and Customer-Centricity: Bridging the Consumption Gap

Traditionally in business-to-business (B2B), the greater the complexity, the greater the technology. Not anymore. Instead of delivering complicated, feature-rich software, businesses are tired of leaving features on the table and looking for simpler solutions that answer their direct business challenges.

Technology was once graded by its complexity. The “consumption gap,” defined as the differential between a technology’s full capability and how it’s actually used by the every-day user, is closing. Today, technology is about simplicity and usability. Closing the consumption gap is one aspect of what the Technology Services Industry Association (TSIA) calls the business-for-business model, or B4B.

The shift in technology and expectations is reshaping professional services. In this white paper, discover three ways to keep customers top-of-mind by bridging the consumption gap and how professional services can capitalize on the emerging B4B model.

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