Managing Profitable Customer Relationships in the Service Value Chain

Admist the migration from products to services, the basis of the customer relationship has changed. With that change, a service provider needs to develop and adopt new optics in order to maximize revenue. To maximize lifetime value of customer relationships, understanding demand through usage becomes a critical competency for service providers. Without increased optics into customer usage, service providers are flying blind on revenue and profits.

This white paper provides:

• An overview of the service value chain.
• A framework for managing profitable customer relationships.
• A business case to take action.