Tag: Selling IT Service Management

  • The Four Aspects of IT Services, Aspect Two

    If you have been struggling with building a services business, then ITIL has provided some help in the form of a new definition for services targeted to the business owner or leader of a services organization. It builds upon the conceptual economic definition of service and provides an excellent foundation for creating a service business. […]

  • The Four Aspects of IT Services, Aspect One

    IT service management is about delivering sustainable value to the business from the use of technology. It is not about defining the best process. It’s not about assigning process owners or service level managers. It is not about implementing a tool or resolving incidents or problems. It’s not even about managing change. It is about […]

  • How to present value in business terms in the real world

    A few years ago, I found myself in a two day meeting with a sales person, a technical presales person, and a client’s IT executive team. The company I worked for sold IT Service Management software and the client was a rather important client. The client as it turns out had attempted to purchase four […]