Technology Professional Services Drive Product Success
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[July 07, 2008]

Technology Professional Services Drive Product Success

SAN DIEGO --(Business Wire)-- The Technology Professional Services Association (TPSA) released a new framework to model the economic impact of professional services on total company revenue within product companies.

Based on initial analysis from TPSA member Akamai Technologies, Inc. (NASDAQ: AKAM), TPSA published a framework for analyzing the economic impact of professional services engagement on customer segments. Using this approach, TPSA is able to model increases in product revenues, product renewals, and total customer spend when professional services are engaged with customers.



The framework allowed Akamai to effectively allocate highly specialized consulting resources to customer accounts.

"We are a technology company first, a Professional Services company second," said Akamai's Sr. Director of global professional services, Charles Dublin, "so we need to understand where professional service has the greatest impact on customer success and product revenue. A data driven approach to understanding the benefits of PS on product revenue and adoption has fundamentally changed the way we approach planning our business."



Key framework findings include:

-- Customer segments respond differently to engagement from professional services.

-- Thresholds of PS engagement are required to maximize product adoption and growth.

-- PS engagement can increase product renewal rates more than 30%.

TPSA will publish a paper and webcast of this groundbreaking research in late summer, as well as leveraging it for the development of enhanced tools, benchmarks and best practices.

About TPSA

The Technology Professional Services Association (TPSA) is the only organization for executives who create, produce, deliver, manage, measure, and optimize technology services in the world's leading corporations. Previous TPSA Research Reports and Advisory Services are offered to TPSA members. For more information, visit www.tpsaonline.com.

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