{"id":15281,"date":"2020-03-03T00:00:00","date_gmt":"2020-03-03T06:00:00","guid":{"rendered":"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/"},"modified":"2022-04-06T11:32:40","modified_gmt":"2022-04-06T16:32:40","slug":"elephant-room-consumption-gap","status":"publish","type":"post","link":"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/","title":{"rendered":"The \u201cconsumption gap\u201d"},"content":{"rendered":"
\n
\"The<\/div>\n<\/figure>\n

Technology. It\u2019s everywhere. Technology is being used to transform how people live, connect, and do business. It\u2019s a commodity that can be bought and sold\u2014the ubiquity of which is changing how IT services and sales are being conducted.<\/p>\n

<\/p>\n

Traditionally in sales and services\u2014particularly in IT\u2014the supplier has had all the power. There was a demand and vendors supplied. Vendors were paid premium rates for what was needed.<\/p>\n

The greatness of a technology product was measured in its complexity\u2014the more features, the \u201cbetter\u201d the product, and the more a vendor could charge up-front \u2026 Even if all of the features weren\u2019t used by the customer. That differential\u2014the measurement between a technology\u2019s full capability and how it\u2019s actually consumed by the end user\u2014is the \u201cconsumption gap.\u201d<\/p>\n

The problem with the consumption gap and how services have been sold is that it doesn\u2019t keep the customer in mind. Customers would pay for a technology, implement it, and then would be solely responsible for recognizing value.<\/p>\n

But that\u2019s changing.<\/strong> The power is shifting from the supplier to the customer. Greatness is no longer measured in complexity or number of features, but rather in how directly a solution can address business challenges. Customers only want to pay for what they need to get the job done, and they want the ongoing help of the vendor post-implementation to realize value and outcomes.<\/p>\n

What\u2019s caused the shift? <\/strong>The cloud\u2014mostly. Take the example of the iPhone. Users can build a library of apps that suit their individual needs. If an app is needed to find the nearest drugstore, it can be downloaded. The immediate need is fulfilled. That same principle is being applied to B2B software because businesses don\u2019t want to pay an up-front premium for a features-rich solution that they won\u2019t use. They want the same delivery model applied to enterprise software.<\/p>\n

The demand is being answered.<\/strong> Today, instead of delivering complicated software, IT services are having to take a cold, hard look at how to stay competitive. Delivery is changing to Everything-as-a-Service (XaaS, or pay-as-you-go subscription models), updates are ongoing, and support services are in place to help customers realize the full potential of the solution. This shift is resulting in new supplier-customer dynamics, tailored offerings, and matured engagement strategies. It\u2019s reshaping professional services.<\/p>\n

Find out how to address the consumption gap in the Changepoint white paper, \u201cProfessional Services and Customer-Centricity: Bridging the Consumption Gap<\/a>.\u201d<\/strong> Discover what\u2019s being directly affected as the power shifts from supplier to vendor and how to stay competitive by closing the consumption gap and keeping customers top-of-mind.<\/p>\n","protected":false},"excerpt":{"rendered":"

Technology. It\u2019s everywhere. Technology is being used to transform how people live, connect, and do business. It\u2019s a commodity that can be bought and sold\u2014the ubiquity of which is changing how IT services and sales are being conducted.<\/p>\n","protected":false},"author":103,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_editorskit_title_hidden":false,"_editorskit_reading_time":2,"_editorskit_is_block_options_detached":false,"_editorskit_block_options_position":"{}","footnotes":""},"categories":[9398],"tags":[],"class_list":["post-15281","post","type-post","status-publish","format-standard","hentry","category-professional-services-automation"],"acf":[],"yoast_head":"\nThe \u201cconsumption gap\u201d<\/title>\n<meta name=\"description\" content=\"The measurement between a technology's full capability and how it's acutally used by the end user is the consumption gap. Learn more in the blog post.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The \u201cconsumption gap\u201d\" \/>\n<meta property=\"og:description\" content=\"The measurement between a technology's full capability and how it's acutally used by the end user is the consumption gap. Learn more in the blog post.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/\" \/>\n<meta property=\"og:site_name\" content=\"Planview Blog\" \/>\n<meta property=\"article:publisher\" content=\"http:\/\/www.facebook.com\/pages\/Planview-Inc\/89422974772\" \/>\n<meta property=\"article:published_time\" content=\"2020-03-03T06:00:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2022-04-06T16:32:40+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/media.planview.com\/changepoint-blog\/hubfs\/changepoint-logo--navy-background.jpg\" \/>\n<meta name=\"author\" content=\"Guest Blogger\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@Planview\" \/>\n<meta name=\"twitter:site\" content=\"@Planview\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Guest Blogger\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/\"},\"author\":{\"name\":\"Guest Blogger\",\"@id\":\"https:\/\/blog.planview.com\/#\/schema\/person\/f7f863dba443d377f486441aeb7a0f62\"},\"headline\":\"The \u201cconsumption gap\u201d\",\"datePublished\":\"2020-03-03T06:00:00+00:00\",\"dateModified\":\"2022-04-06T16:32:40+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/\"},\"wordCount\":448,\"publisher\":{\"@id\":\"https:\/\/blog.planview.com\/#organization\"},\"image\":{\"@id\":\"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/media.planview.com\/changepoint-blog\/hubfs\/changepoint-logo--navy-background.jpg\",\"articleSection\":[\"Professional Services Automation\"],\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/\",\"url\":\"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/\",\"name\":\"The \u201cconsumption gap\u201d\",\"isPartOf\":{\"@id\":\"https:\/\/blog.planview.com\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/media.planview.com\/changepoint-blog\/hubfs\/changepoint-logo--navy-background.jpg\",\"datePublished\":\"2020-03-03T06:00:00+00:00\",\"dateModified\":\"2022-04-06T16:32:40+00:00\",\"description\":\"The measurement between a technology's full capability and how it's acutally used by the end user is the consumption gap. Learn more in the blog post.\",\"breadcrumb\":{\"@id\":\"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/#primaryimage\",\"url\":\"https:\/\/media.planview.com\/changepoint-blog\/hubfs\/changepoint-logo--navy-background.jpg\",\"contentUrl\":\"https:\/\/media.planview.com\/changepoint-blog\/hubfs\/changepoint-logo--navy-background.jpg\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/blog.planview.com\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"The \u201cconsumption gap\u201d\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/blog.planview.com\/#website\",\"url\":\"https:\/\/blog.planview.com\/\",\"name\":\"Planview Blog\",\"description\":\"Leading the conversation on digital connected work\",\"publisher\":{\"@id\":\"https:\/\/blog.planview.com\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/blog.planview.com\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Organization\",\"@id\":\"https:\/\/blog.planview.com\/#organization\",\"name\":\"Planview\",\"url\":\"https:\/\/blog.planview.com\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/blog.planview.com\/#\/schema\/logo\/image\/\",\"url\":\"https:\/\/blog.planview.com\/wp-content\/uploads\/2015\/06\/planview-logo-black.png\",\"contentUrl\":\"https:\/\/blog.planview.com\/wp-content\/uploads\/2015\/06\/planview-logo-black.png\",\"width\":280,\"height\":66,\"caption\":\"Planview\"},\"image\":{\"@id\":\"https:\/\/blog.planview.com\/#\/schema\/logo\/image\/\"},\"sameAs\":[\"http:\/\/www.facebook.com\/pages\/Planview-Inc\/89422974772\",\"https:\/\/x.com\/Planview\"]},{\"@type\":\"Person\",\"@id\":\"https:\/\/blog.planview.com\/#\/schema\/person\/f7f863dba443d377f486441aeb7a0f62\",\"name\":\"Guest Blogger\",\"url\":\"https:\/\/blog.planview.com\/author\/guest-blogger\/\"}]}<\/script>\n<!-- \/ Yoast SEO Premium plugin. -->","yoast_head_json":{"title":"The \u201cconsumption gap\u201d","description":"The measurement between a technology's full capability and how it's acutally used by the end user is the consumption gap. Learn more in the blog post.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/","og_locale":"en_US","og_type":"article","og_title":"The \u201cconsumption gap\u201d","og_description":"The measurement between a technology's full capability and how it's acutally used by the end user is the consumption gap. Learn more in the blog post.","og_url":"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/","og_site_name":"Planview Blog","article_publisher":"http:\/\/www.facebook.com\/pages\/Planview-Inc\/89422974772","article_published_time":"2020-03-03T06:00:00+00:00","article_modified_time":"2022-04-06T16:32:40+00:00","og_image":[{"url":"https:\/\/media.planview.com\/changepoint-blog\/hubfs\/changepoint-logo--navy-background.jpg","type":"","width":"","height":""}],"author":"Guest Blogger","twitter_card":"summary_large_image","twitter_creator":"@Planview","twitter_site":"@Planview","twitter_misc":{"Written by":"Guest Blogger","Est. reading time":"3 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/#article","isPartOf":{"@id":"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/"},"author":{"name":"Guest Blogger","@id":"https:\/\/blog.planview.com\/#\/schema\/person\/f7f863dba443d377f486441aeb7a0f62"},"headline":"The \u201cconsumption gap\u201d","datePublished":"2020-03-03T06:00:00+00:00","dateModified":"2022-04-06T16:32:40+00:00","mainEntityOfPage":{"@id":"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/"},"wordCount":448,"publisher":{"@id":"https:\/\/blog.planview.com\/#organization"},"image":{"@id":"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/#primaryimage"},"thumbnailUrl":"https:\/\/media.planview.com\/changepoint-blog\/hubfs\/changepoint-logo--navy-background.jpg","articleSection":["Professional Services Automation"],"inLanguage":"en-US"},{"@type":"WebPage","@id":"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/","url":"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/","name":"The \u201cconsumption gap\u201d","isPartOf":{"@id":"https:\/\/blog.planview.com\/#website"},"primaryImageOfPage":{"@id":"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/#primaryimage"},"image":{"@id":"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/#primaryimage"},"thumbnailUrl":"https:\/\/media.planview.com\/changepoint-blog\/hubfs\/changepoint-logo--navy-background.jpg","datePublished":"2020-03-03T06:00:00+00:00","dateModified":"2022-04-06T16:32:40+00:00","description":"The measurement between a technology's full capability and how it's acutally used by the end user is the consumption gap. Learn more in the blog post.","breadcrumb":{"@id":"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/blog.planview.com\/elephant-room-consumption-gap\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/#primaryimage","url":"https:\/\/media.planview.com\/changepoint-blog\/hubfs\/changepoint-logo--navy-background.jpg","contentUrl":"https:\/\/media.planview.com\/changepoint-blog\/hubfs\/changepoint-logo--navy-background.jpg"},{"@type":"BreadcrumbList","@id":"https:\/\/blog.planview.com\/elephant-room-consumption-gap\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/blog.planview.com\/"},{"@type":"ListItem","position":2,"name":"The \u201cconsumption gap\u201d"}]},{"@type":"WebSite","@id":"https:\/\/blog.planview.com\/#website","url":"https:\/\/blog.planview.com\/","name":"Planview Blog","description":"Leading the conversation on digital connected work","publisher":{"@id":"https:\/\/blog.planview.com\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/blog.planview.com\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https:\/\/blog.planview.com\/#organization","name":"Planview","url":"https:\/\/blog.planview.com\/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/blog.planview.com\/#\/schema\/logo\/image\/","url":"https:\/\/blog.planview.com\/wp-content\/uploads\/2015\/06\/planview-logo-black.png","contentUrl":"https:\/\/blog.planview.com\/wp-content\/uploads\/2015\/06\/planview-logo-black.png","width":280,"height":66,"caption":"Planview"},"image":{"@id":"https:\/\/blog.planview.com\/#\/schema\/logo\/image\/"},"sameAs":["http:\/\/www.facebook.com\/pages\/Planview-Inc\/89422974772","https:\/\/x.com\/Planview"]},{"@type":"Person","@id":"https:\/\/blog.planview.com\/#\/schema\/person\/f7f863dba443d377f486441aeb7a0f62","name":"Guest Blogger","url":"https:\/\/blog.planview.com\/author\/guest-blogger\/"}]}},"_links":{"self":[{"href":"https:\/\/blog.planview.com\/wp-json\/wp\/v2\/posts\/15281","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/blog.planview.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/blog.planview.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/blog.planview.com\/wp-json\/wp\/v2\/users\/103"}],"replies":[{"embeddable":true,"href":"https:\/\/blog.planview.com\/wp-json\/wp\/v2\/comments?post=15281"}],"version-history":[{"count":0,"href":"https:\/\/blog.planview.com\/wp-json\/wp\/v2\/posts\/15281\/revisions"}],"wp:attachment":[{"href":"https:\/\/blog.planview.com\/wp-json\/wp\/v2\/media?parent=15281"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/blog.planview.com\/wp-json\/wp\/v2\/categories?post=15281"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/blog.planview.com\/wp-json\/wp\/v2\/tags?post=15281"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}