{"id":251793,"date":"2022-02-03T00:00:00","date_gmt":"2022-02-03T05:00:00","guid":{"rendered":"https:\/\/www.servicexrg.com\/blog\/out-of-date-value-proposition\/"},"modified":"2026-01-15T15:52:22","modified_gmt":"2026-01-15T20:52:22","slug":"out-of-date-value-proposition","status":"publish","type":"post","link":"https:\/\/www.servicexrg.com\/blog\/out-of-date-value-proposition\/","title":{"rendered":"Your Support Value Proposition is Out of Date"},"content":{"rendered":"<div class=\"et_pb_row_inner et_pb_row_inner_0\">\n<div class=\"et_pb_column et_pb_column_4_4 et_pb_column_inner et_pb_column_inner_0 et-last-child\">\n<div class=\"et_pb_module et_pb_text et_pb_text_0 et_pb_text_align_left et_pb_bg_layout_light\">\n<div class=\"et_pb_text_inner\">\n<p class=\"p-lead\">Changes to product licensing \u2013 perpetual to subscription \u2013 will change the services and benefits customers need and expect from you. Make sure that your value proposition is up to date and relevant to the way you license products and deliver services.<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"et_pb_row_inner et_pb_row_inner_1\">\n<div class=\"et_pb_column et_pb_column_4_4 et_pb_column_inner et_pb_column_inner_1 et-last-child\">\n<div class=\"et_pb_module et_pb_text et_pb_text_1 et_pb_text_align_left et_pb_bg_layout_light\">\n<div class=\"et_pb_text_inner\">\n<h2>From Product to Subscription-Centric Value<\/h2>\n<p>The benefits promised from post-sales services need to reflect the needs and expectations of customers.\u00a0 Support and post-sales service benefits can be so much more than commitments to keep technology up to date or the speed that issues will be responded to.\u00a0 Customers need and expect that your products will positively impact their business.<\/p>\n<p>Consider how the elements of your service value proposition must change as you switch from product-centric perpetual licensing to subscription services.<\/p>\n<p><img decoding=\"async\" class=\"aligncenter wp-image-253435 size-full\" src=\"https:\/\/www.servicexrg.com\/wp-content\/uploads\/2020\/02\/value-proposition.png\" alt=\"Value proposition\" width=\"968\" height=\"649\" srcset=\"https:\/\/www.servicexrg.com\/wp-content\/uploads\/2020\/02\/value-proposition.png 968w, https:\/\/www.servicexrg.com\/wp-content\/uploads\/2020\/02\/value-proposition-300x201.png 300w, https:\/\/www.servicexrg.com\/wp-content\/uploads\/2020\/02\/value-proposition-768x515.png 768w\" sizes=\"(max-width: 968px) 100vw, 968px\" \/><\/p>\n<h2>Recommendations<\/h2>\n<ul>\n<li>Make sure that your value proposition is aligned with the way that you license products and deliver services.<\/li>\n<li>Structure your value proposition to convey how your services will help customers use your products (onboarding and adoption) and apply them effectively (success services) to yield tangible business outcomes.<\/li>\n<li>Evaluate your current service offers and consider what if any new services are required to meet customer needs and expectations.<\/li>\n<li>Train and enable sales channels (direct and partners) to articulate your services value proposition.<\/li>\n<li>Reinforce service value throughout the customer relationship \u2013 not just prior to renewal.<\/li>\n<\/ul>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>In a subscription economy your support value proposition is likely out of date. If your value proposition is based on promising access to updates and service level response its time &hellip;<\/p>\n","protected":false},"author":4,"featured_media":251762,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","footnotes":"","_wp_rev_ctl_limit":""},"categories":[8,11],"tags":[60,71,63,75,12,76,77,44],"class_list":["post-251793","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-grow","category-programs","tag-customer-success","tag-marketing","tag-portfolio","tag-programs","tag-sales-enablement","tag-selling-services","tag-service-sales","tag-value-proposition","post_outcome-grow-revenue","post_outcome-modernize-portfolio","post_activity-expansion-sales","post_activity-program-management","post_activity-renewal","post_activity-sales-and-renewal","post_activity-sales-enablement"],"acf":[],"_links":{"self":[{"href":"https:\/\/www.servicexrg.com\/wp-json\/wp\/v2\/posts\/251793","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.servicexrg.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.servicexrg.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.servicexrg.com\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"https:\/\/www.servicexrg.com\/wp-json\/wp\/v2\/comments?post=251793"}],"version-history":[{"count":8,"href":"https:\/\/www.servicexrg.com\/wp-json\/wp\/v2\/posts\/251793\/revisions"}],"predecessor-version":[{"id":254893,"href":"https:\/\/www.servicexrg.com\/wp-json\/wp\/v2\/posts\/251793\/revisions\/254893"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.servicexrg.com\/wp-json\/wp\/v2\/media\/251762"}],"wp:attachment":[{"href":"https:\/\/www.servicexrg.com\/wp-json\/wp\/v2\/media?parent=251793"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.servicexrg.com\/wp-json\/wp\/v2\/categories?post=251793"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.servicexrg.com\/wp-json\/wp\/v2\/tags?post=251793"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}