Without the right tools and processes in place, Customer Success Managers (CSMs) can sometimes find themselves falling into the trap of playing a very reactive role…sort of like glorified tech support. CS leaders are always looking for better ways to ensure Customer Success plays a more dynamic role in meeting customers’ needs. Part of ensuring your CSMs’ ability to be more proactive and productive involves giving them the space and resources to meet customer needs, while simultaneously working with customers to take the relationship a step further, to drive stakeholder value. Originally posted by  ESG  - delivering Customer Sucess as a Service Turns out, there’s actually a really handy parallel between this concept in CS and the “Drive Stakeholder Value” Managing Professional Module that is part of the latest version of ITIL, ITIL 4. What is ITIL you ask? ITIL is a leading service management framework that IT service organizations use to ensure the businesses and customers th...

By Donna Knapp For years, people , process , and technology (PPT) was a widely recognized framework for balancing and integrating the components needed to achieve optimal performance and outcomes. In the ITIL v3 Service Design publication, this framework was expanded to the four Ps: people , processes , products , and partners . ITIL 4 has further expanded and evolved this framework to the four dimensions of service management. These four dimensions are collectively critical to the effective and efficient facilitation of value for customers and other stakeholders in the form of products and services. The four dimensions of service management are: Organizations and people Information and technology Partners and suppliers Value streams and processes. These four dimensions represent perspectives which are relevant to the whole service value system (SVS), including the entirety of the service value chain and all ITIL practices. Each ITIL practice is a set of organizational resources base...

Originally posted on DevClass , June 22,2021 written by Joseph Martins and sponsored by Axelos Experience is everything when it comes to delivering IT-enabled products and services. But it’s no longer about how many deadlines your team smashed, how often you’d exceeded service-level agreements (SLAs), or how many lines of code you’ve spat out. Rather it’s about how the services and products you deliver impact the rest of the organisation’s ability to do their jobs, increase productivity, deliver customer satisfaction and co-create value. “Experience” may be seen as subjective, even ephemeral, compared to the traditional IT metrics, deadlines and SLAs. But if you want proof of its importance, consider how ITIL® 4, the latest revision of the best practice framework for service management from AXELOS, focuses on improving user experience of digital services and how this enhances productivity right across the organisation. Ian Aitchison , VP Product Management at Nexthink, the leader in di...

Originally posted on devclass.com, June 22, 2021 and written by Joseph Martins. Sponsored Experience is everything when it comes to delivering IT-enabled products and services. But it’s no longer about how many deadlines your team smashed, how often you’d exceeded service-level agreements (SLAs), or how many lines of code you’ve spat out. Rather it’s about how the services and products you deliver impact the rest of the organisation’s ability to do their jobs, increase productivity, deliver customer satisfaction and co-create value. “Experience” may be seen as subjective, even ephemeral, compared to the traditional IT metrics, deadlines and SLAs. But if you want proof of its importance, consider how ITIL® 4, the latest revision of the best practice framework for service management from AXELOS, focuses on improving user experience of digital services and how this enhances productivity right across the organisation. Ian Aitchison, VP Product Management at Nexthink, the leader in digital...

In the past, the idea was to build in the non-functional requirements of service to the best of our ability based on experience or best guess. Sometimes the general thought was, “We will worry about any residual work for availability, capacity, and reliability after the product or service is deployed”. This focus ensured that the product was fit for purpose, but did not ensure that the product was fit for use, that it was reliable. This approach is very costly to the operations of the service and negative consumer impact impedes opportunities for market share.  This type of focus also creates silos between Dev and Ops and Ops become firefighters.  The costs for operations are not sustainable! In addition to loss of revenues, staff morale begins to slip.  So, reliability is really the key to success. Think about your cell phone. A heavy focus on functional requirements would mean that you can make phone calls. You can text, you can  take photos, you can use your map...

Best practice has proven that to be dynamic and to consistently meet changing business requirements, services must be co-created with our customers.  I learned in a recent ITIL 4 certification class titled Driving Stakeholder Value (DSV)  that providers will start with a stakeholder map and follow up with a customer journey map. If you are not yet familiar with Customer Journey Mapping, I strongly recommend learning about this critical skill needed to enable the co-creation of services.  Once you have a stakeholder map and have mapped the customer/user journey, you will need to identify the roles required. In our example below, we use the two roles of customer/consumer and service provider. Each of these, although not the only stakeholders involved, is critical to the success of co-creation.  Notice a relationship is being established via these responsibilities  Both the service provider and the consumer have responsibilities.  An IT service provider, ...

Learn more about new ways to do work! Explore DevOps, ITIL, SRE, XLA’s and more ! Silos are not uncommon, but when you silo the service desk from second and third-tier support staff, you likely have a recipe for pain. An ineffective incident response system within the organization is painful and disrupts the entire organization, especially the customers. We must shift the way we think and work to stabilize and improve the situation. One organization felt that they had a grip on service desk and incident management, but they blamed the subject matter experts for breaches to Service Level Agreements . The blame game is always detrimental. Their process consisted of the service desk agents receiving the incident, performing the initial triage, and then forwarding it to the subject matter expert based on how they categorized the incident. Sound familiar? Sometimes we pass tickets to and fro, get everybody and their brother involved, wait on email responses, and create chaos that frustrat...

Originally posted on The AXELOS Blog , February 2020 and written by Christian Nissen , IT management consultant and lead author for the ITIL 4 Drive Stakeholder Value module. Back in the industrial society, goods were a dominant factor in our lives. But in the “service era” we prefer to replace ownership of goods with access to services and resources without necessarily owning them. This is happening with and without digital transformation , although the latter accelerates this phenomenon: think Uber and Airbnb. In this context, the ITIL® 4 Specialist Drive Stakeholder Value module – within ITIL 4 Managing Professional – is about the engagement and interaction between service providers and stakeholders and the conversion of demand to value via IT-enabled services. But what does this mean in practice? Previously, services were treated in the same way as manufactured goods: it was the customer’s responsibility to derive value. Conversely, the core concept of ITIL 4 is that value is co-c...

The risk is below the water and we are headed right towards it. Organizational Transformations, Business Transformations and IT Transformations are all at their very core really CULTURE Transformations!  Ok friends, I’ve loaded this one up. For a deeper dive into some of the topics addressed in this blog, be sure to click on the embedded­­ links provided. Culture must be considered to Drive Stakeholder Value - This is POWERFUL! Think about how a culture shift  enables the following: Mapping the customer journey with all touchpoints and interactions. You can potentially map the customer journey and map the stakeholder’s roles and responsibilities brilliantly, but what about the cultural shift to enable these stakeholders? Without it we will likely fall short of our goals. If we have any hope of converting demand into value via IT-enabled services – culture is key!  Properly designing XLAs , SLAs and meaningful measurement models.  Without culture,...