Blog
Why Revenue Operations Is the Strategic Heart of Modern Growth
As go-to-market (GTM) motions grow increasingly complex, misalignment is no longer a minor inconvenience. It hinders revenue performance, accountability, and the customer experience. Historically, Sales Operations served as the primary fix: dashboards, data...
Modernizing the Professional Services Portfolio due to AI Investments
Let’s take a little breath and step back from all the murkiness AI is creating for your PS business and instead see it as the opportunity to work on one of the most important components – the Solution/Service Portfolio. If you are like most PS leaders and team...
Embedded PS Report 2025: Balancing Growth Goals with Long-Term Roles
How Embedded PS Teams are Navigating the Growth MandateExplore how growth pressures and market dynamics are changing the operating model of Embedded PS organizations in our 2025 market report "Growth Now, Strategy Forever: How PS Must Balance Short-Term Targets and...
Solution Value Curve: How PS Teams Can Move Up
Recently we talked about a critical tension facing PS leaders: On one hand, you're being asked to grow, but on the other, your growth still depends on someone else selling more product. To move beyond this dependency, many teams are rethinking what they offer, how...
Professional Services Growth: The Dependency Trap
Over the past two years, 85% of Professional Services (PS) organizations have seen an increase in their revenue targets. However, many still lack a clear Professional Services growth strategy, with 60% of these organizations still depending on product-attached...
Defining “The Way” Your Organization Works as a Team
Organizations often work diligently to put the right team in place, empower that team with the appropriate tools, and create a positive culture to drive results. However, one key...
Keys to Creating Demand using Activity-Based Sales
Creating demand isn’t about forcing products into markets—it’s about meaningful, strategic engagement on topics that genuinely resonate with your target audience. Activity-Based Sales (ABS) shines in this area, offering a structured framework that aligns sales teams...
Overcoming Commoditization – A Study of the Metals Industry (part 4)
If you have been following the blogs in this series [Overcoming Commoditization – A Study of the Metals Industry (Pt. 3) | McMann & Ransford], then you know by now our point of view that overcoming the inevitable – some degree of commoditization – is not only...
Net Dollar Retention (NDR): Today’s Most Important Metric?!
Expanding and retaining your existing customer base is a “must have and must do” aspect to growing your MSP. And Net Dollar Retention (NDR), also known as Net Revenue Retention (NRR), is a critical metric that measures the percentage of recurring revenue retained from...