[Events] Learn from TSIA Experts at These Industry Summits and Conferences

Posted by Tom Anderson on 2/15/18 5:00 AM

Whenever a new trend emerges in the world of technology and services, TSIA is already active in developing new research, frameworks, and expertise around what that trend can mean for your business and the future of our industry. To share their latest insights on customer success, growing customers, improving the customer journey, and improving cross-functional communication within your organization, TSIA executives will be presenting at several upcoming conferences and speaking engagements, including: CCO Summit, Totango’s 2018 Customer Success Summit, Technology Services World San Diego 2018, and Gainsight Pulse 2018. 

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Topics: customer success, technology services, sales, summit, marketing, Technology Services World Conference, TSIA events

Why All Tech Executives Should Care About Blending Service and Sales Motions

Posted by J.B. Wood on 2/13/18 5:00 AM

At our upcoming Technology Services World conference this May, we’re going to be sharing a lot of insights following our theme, “Blending Service and Sales Motions.” Though our conference is called Technology Services World, the content we present relates to many roles within today’s technology companies. While Services, Sales, and Marketing leaders will absolutely benefit from this unique learning opportunity, I wanted to talk about 4 specific C-suite and executive titles that will benefit by attending and taking in all of the valuable lessons and insights from this event.

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Topics: services executives, sales, marketing, lead generation, Technology Services World Conference, sales costs, Blending Service and Sales Motions

[SlideShare] 3 Reasons Why You Need a Chief Renewal Officer

Posted by Julia Stegman on 2/12/18 5:00 AM

Technology subscription revenues are becoming material for both pure-play cloud companies (representing 90% or more of their total company revenue) and hybrid companies (representing 10% or more of their total company revenue). Continuing to retain and grow this revenue requires a strong focus on renewal activities led by a chief renewal officer whose mission it is to expand customer spend throughout their contract period. In this SlideShare, we share the top 3 reasons why you need a chief renewal officer at your organization to take charge of this important revenue generating engine.

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Topics: service revenue generation, revenue growth, renewal, slideshare, recurring revenues, contract renewal

The Data Analytics Take on “Helping Will Sell, Selling Won’t Help”

Posted by Jeremy DalleTezze on 2/9/18 5:00 AM

The message, “Helping will sell, selling won’t help,” is something that we repeat often here at TSIA, through our books, conferences, and research. That is because it is a concept that we truly believe in, because we’ve seen it in action time and again. If we apply this thought to data analytics, would it imply that data insights for the customer will sell, but data insights for the salesperson won’t help? I suppose it depends on the type of insights you’re able to gather.

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Topics: services, sales, data analytics, consumption analytics, marketing, predictive analytics, Blending Service and Sales Motions

Education Services Delivery Options You Should Explore

Posted by Maria Manning-Chapman on 2/8/18 5:00 AM

In my recent blog, “What Is Education Services?” I covered the basics of what the definition of education services is, and even touched upon what it isn’t. In this post, I will briefly cover the traditional forms of delivery used by most Education Services (ES) organizations and then discuss less traditional delivery options that are proving to be successful.

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7 Must-See Resources About Healthcare Technology

Posted by Vele Galovski on 2/6/18 5:00 AM

For decades, healthcare and HT vendors have operated under a traditional manufacturing model–sell equipment and technology, and service it when it breaks. Translating that equipment or software into actual clinical business value was previously left up to the healthcare provider. The recent advent of subscription business models where care providers are paying only when they use their equipment, and also have the abilty to stop paying if they don’t receive value from it, is now forcing manufacturers to make sure that better, tangible health outcomes can be achieved with their products.

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Topics: healthcare, internet of things (IoT), healthcare technology, artificial intelligence (AI)

What Do Professional Services Strategy and Car Maintenance Have in Common?

Posted by Bo Di Muccio on 2/1/18 5:00 AM

At our recent TSW conference, I overheard this lament, “I wish getting alignment on our professional services strategy was as simple is getting your car aligned!” And thus was born an idea for some research and a blog post to explore this concept.

Car owners know that their wheels need to be in alignment, and it’s not hard to tell when they aren’t.  Your car might seem to drift to one side, or maybe your car is driving straight, but your steering wheel isn’t centered or vibrates at higher speeds. Any of these problems is a clear indication that you’re out of alignment. If you don’t get it fixed, there are lots of problems that will likely ensue: your tires will wear unevenly, you’ll get worse gas mileage, there’s a higher risk of tire blow outs or poor traction. In short, it’s plainly foolish and counterproductive to ignore or overlook the problem.

At TSIA, we believe that the same exact principles apply to professional services alignment, that is, the alignment between the PS charter and overall company objectives. 

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Topics: professional services, professional services organization (PSO), project performance, TSIA Strategic Services

View the TSW San Diego 2018 Conference Schedule Online!

Posted by Tom Anderson on 1/29/18 5:00 AM

We hope you’re getting excited for our upcoming Technology Services World conference, because we have a lot of great keynotes, sessions, and networking opportunities lined up for this year’s event. With our theme of “Blending Service and Sales Motions,” you’ll learn how to combine the expertise of both your Sales and Service teams to land, retain, and grow customers. View the conference schedule online for a preview of everything you can look forward to by joining us May 7-9 at the Manchester Grand Hyatt San Diego.

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Topics: Technology Services World Conference

[SlideShare] Top 3 Reasons Every CEO Needs Managed Services

Posted by George Humphrey on 1/25/18 8:30 AM

Across the industry, the majority of technology companies are seeing flat or declining services revenues, causing CEOs to worry. However, there's good news in that managed services revenues are on the rise. In fact, managed services (MS) is growing faster than any other service line, with the total of MS revenues jumping from 6% of all services revenue to 23% since 2013. This has led to a huge opportunity for CEOs of technology companies that don't currently have a managed services business to begin taking advantage of this fast-growing and highly profitable revenue stream. In this SlideShare, you'll learn the top 3 reasons why technology companies looking to stay profitable in this changing industry need to invest in managed services.

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Topics: XaaS (x-as-a-service), managed services, managed XaaS

10 Things to Consider When Choosing a Professional Services Automation Platform

Posted by David VanHeukelom on 1/23/18 5:00 AM

Professional services automation (PSA) platforms have continued to mature and expand since these tools were first introduced more than fifteen years ago. As noted by TSIA’s John Ragsdale in a previous post, the adoption of PSA applications continues to grow at a rapid pace, including expanding the definition of what PSA tools can deliver for services organizations. Existing PSA solutions built a decade ago don’t deliver the breadth of functionality required to effectively manage a services business today. As a result, services organizations have been forced to turn to non-integrated and disparate systems to manage day-to-day activities, including project management, collaboration, and resource planning, among others.

Many customers are now looking to replace these original products with the more robust and integrated solutions now available on the market, offering enhanced features and functionality available in one unified platform to manage the entire services business.

Here are ten key requirements to consider when selecting a professional services automation platform that will work best for your needs.

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Topics: professional services, professional services organization (PSO), professional services automation (PSA)

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