fivelayers.net

Many Cisco partners struggle with deciding whether to charge customers for Service Accelerators or deliver them for free. The decision should be based on the intent and value delivered for the customers. The following decision framework shares three different scenarios that starts with the partner’s intent and helps decide whether your Service Accelerator could be for fee or free:

In the first scenario, the partner intends to convert some of their professional service offers into Service Accelerators and positions them to a particular Success Track lifecycle use case. Now it is assumed that this must be some kind of high value services that the partner was already monetising with their customers and makes perfect sense to charge a fee for this service. Please refer to the Service Accelerator examples from the above table

In the second scenarios, the partners intending to increase adoption, renewal and expansion opportunities can create Service Accelerators that targets a specific combination of Success Track and Use Case and delivers a concrete outcome for their customer. Depending on the complexity and value delivered to the customer, the partner can decide to charge or deliver them free.

The third scenario, the partner intends to upsell some of the software tools and services that they have developed. Here the partner develops Service Accelerators that demonstrates the value of their services and delivers some value to their customers. The partner may want to deliver this Service Accelerator for free as this is an upsell approach that could lead to additional product or service sales.

Service Accelerators can provide value to your customers, whether they are offered for a fee or for free. They help address customer needs and pain-points, fostering a trusted relationship.