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Intelligence Driven Global Service Solutions

Exhibit 1 – Lifecycle Model Overview

Traditionally technical services are born out of the need to fix the headaches and remove the friction with initial product implementation in early stage companies. It’s an afterthought more often than not delegated to the engineering team right after FCS (First Customer Ship). With the first enterprise or global customer and their locations for example in San Jose, London, Hyderabad and Tokyo they are rechristened “global” and local hiring or partners are recruited. When open cases grows to multiple weeks, customers start calling the CEO, and deals are in trouble, management brings in a Customer Support manager to bring some order to the evolving chaos. The model implemented is based on customer contact from any one of several channels, getting the incident to the right person, monitoring the metrics, defining and resolving the issue.

Progress Software – The Journey Through Global Unification

Progress Software - Customer Spotlight

Having grown through acquisition over the past several years, the management team at Progress Software recognized that the global support organization had become somewhat fragmented in terms of service execution, delivery methods and business systems. In an effort to address this issue, and pursue their goal of enhancing support quality and effectiveness, the management team sought to unify the organization, drive process consistency and integrate industry best practices.

Online Support Communities at Sophos

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SophosTalk, the company’s online community was launched in November 2009 and complements traditional phone and email support channels for customers. It is structured around the Sophos product lines such as Endpoint, Gateway, Data Protection and Mobile Security. In addition, there are discussion boards for specialist topics such as the small business versions of our products, and issues relating to data loss protection. There are boards for notifications from us, and for comments and feedback from community members. In this post, Dave Jobling of Sophos discusses community metrics, including a compelling indication of return on investment (ROI).

Presentations – 2011 Service Industry Summit

Thanks to everyone who presented at the 2011 Service Industry Summit event in Las Vegas. The presentations were insightful and covered a broad range of topics. Included below you will find the abstracts and links to PDF versions of the presentation decks that you can view online. We hope you can join us at our next event. Enjoy.

Knowledge Management Systems at Sophos

Knowledge has a well-defined strategic role within the Sophos, Global Support Services (GSS) organisation. That role is to enable scalable support provision for a customer base whose growth continues to outstrip that of Sophos’ major competitors in the data and system security industry. In pursuit of that strategic goal, we aim to identify and maximise case deflection, to boost our online reputation while gathering customer feedback, and to succeed at both of those at the lowest possible operating cost.

IT Outsourcing: How Offshoring Can Kill Innovation

Harvard Business School professors David Pisano and Willy Shih argue that overzealous offshore outsourcing can cripple a company’s ability to innovate. Pisano and Shih discuss what CIOs can learn from the manufacturing sector about how ‘not’ to approach offshore outsourcing.

The Captive Model for Offshoring Is Thriving, Says Research Firm

CIO — As AIG (AIG), AOL (TWX), Dell, Target (TGT) and other companies sold or shuttered their wholly-owned offshore IT and business process centers over the past five years, outsourcing industry experts predicted that the offshore captive center model was headed for the history books. But, according to a recent research report by outsourcing consultancy and research firm Everest Group, the captive model is staying alive—and thriving.

Is Offshoring Different in the Cloud?

CIO — Offshoring IT work to India, China, Eastern Europe, and even South America has been a staple of IT cost reduction. And by definition the Cloud means location independence. Generally speaking, they’re practically made for each other. But in CRM and related systems, there are good reasons to keep the work in-country, or even in your building. This isn’t just a matter of costs, but of business value and risk containment. Why? It’s all about the data. Compared to all other enterprise systems, CRM data has the highest chances of data quality problems. For example, in an accounting system, you’d never tolerate a duplicate invoice or a journal entry from an unknown source.

Indian Outsourcers’ Quality Hit By Staff Issues

IDG News Service — The service quality at top Indian outsourcers is dropping as they scramble to hire staff to cope with an unexpected surge in demand, analysts said. Customers abroad are reporting that some outsourcers are sending staff with lesser experience than before to customer sites, leading to delays and poor quality. Outsourcers are even finding it difficult to provide people with basic skills like Java or .Net programming, because their “bench” of staff on stand-by is reduced, said Jimit Arora, research director at Everest Group.

Intelligence Driven Global Service Solutions

Exhibit 1 – Lifecycle Model Overview

Traditionally technical services are born out of the need to fix the headaches and remove the friction with initial product implementation in early stage companies. It’s an afterthought more often than not delegated to the engineering team right after FCS (First Customer Ship). With the first enterprise or global customer and their locations for example in San Jose, London, Hyderabad and Tokyo they are rechristened “global” and local hiring or partners are recruited. When open cases grows to multiple weeks, customers start calling the CEO, and deals are in trouble, management brings in a Customer Support manager to bring some order to the evolving chaos. The model implemented is based on customer contact from any one of several channels, getting the incident to the right person, monitoring the metrics, defining and resolving the issue.