[Video] What Our Members Love Most About TSIA

Posted by Technology Services Industry Association on 2/12/16 6:30 AM

It’s almost Valentine’s Day, and to celebrate the spirit of love and appreciation, we wanted to share with you some of the kind words a few of our members had to say about TSIA. Watch this video to see how our research, benchmarking, world-class business frameworks, and thought leadership have helped hundreds of the industry’s leading companies overcome top challenges, improve their processes, and achieve their desired business outcomes.

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Topics: video, TSIA Member Testimonials

The TSW San Diego 2016 Conference Schedule is Now Online!

Posted by Technology Services Industry Association on 2/11/16 6:30 AM

At our upcoming Technology Services World (TSW) conference, we have a great lineup of senior executives from top technology companies who will be sharing their experiences on growing and scaling a profitable technology-as-a-service (XaaS) business. View the conference schedule online for a preview of what you can expect to learn by joining us May 2-4 at the scenic Hilton San Diego Bayfront. 

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Topics: Technology Services World Conference

[Infographic] How to Improve Your Professional Services Pricing

Posted by Bo Di Muccio on 2/9/16 7:30 AM

A common dilemma many professional services organizations face is competitively pricing their services in a way that they can also stay profitable. The unfortunate reality is that, without an effective pricing strategy in place, improper discounting practices and low list rates can lead to these organizations drastically undercharging for valuable services. Fortunately there is a solution, and the first step to improving your professional services pricing strategy is identifying the areas within your current plan that need the most improvement. Use this handy flow chart to quickly assess how you can improve your professional services pricing strategy by evaluating two critical components that could be negatively affecting your organization’s profitability: list rates and discounting. 

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Topics: pricing, professional services, services pricing, infographic

Creating the Ultimate Customer Portal: Function

Posted by John Ragsdale on 2/4/16 6:30 AM

In this three-part blog series, I’m answering some of the most common questions I receive about how organizations can go about creating the ultimate customer portal. In my previous post, I outlined the reasons why companies need a customer portal and discussed the first of three critical elements to consider when creating the ultimate customer portal: design. This post will focus on another key element, function, as well as introduce the types of features you’ll want to consider including when building your own.

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Topics: customer portal, Creating the Ultimate Customer Portal

TSIA's 2016 Service Capability Heatmap

Posted by Thomas Lah on 2/2/16 7:30 AM

Tech companies are currently experiencing an incredible disruption to their tried-and-true business models. While traditional products will always remain an important revenue source, now is the time for technology providers to develop more subscription-based cloud offers in order to meet changing customer expectations and keep pace with industry trends. To make the transition from a product-based business model to one that includes technology-as-a-service (XaaS) offers go as smoothly as possible, leaders need to know which service capabilities to invest in before making the change. To provide some guidance on this journey, TSIA has created the 2016 Service Capability Heatmap.

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Topics: x-as-a-service (XaaS), cloud, service capabilities

Welcome New TSIA Members! January Edition

Posted by Technology Services Industry Association on 1/29/16 6:30 AM

At TSIA, we are dedicated to helping services organizations both large and small grow and advance in the technology industry. We’d like to take the opportunity to welcome our newest members, as well as acknowledge companies already a part of the TSIA community who have recently expanded their membership to include additional service disciplines TSIA has to offer. Here’s a little bit about each company, in their own words.

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Topics: New TSIA Members

[Case Study] How Salesforce Monetizes Adoption Services

Posted by Julia Stegman on 1/28/16 6:30 AM

While it will always be important for technology companies to create great technology, they must also take a more proactive role in ensuring their customers are successfully using the technology. As a result, many technology companies have begun offering adoption services. Though traditional services focus on making technology available to customers, adoption services deliver a more compelling value proposition–they ensure customers derive value from the technology in an accelerated manner. 

While some of the more basic tiers of adoption services can be included with the purchase of the technology subscription, the more labor-intensive and/or higher value adoption services should be offered for a fee. But how do you decide where to draw the line between free and fee adoption services? (Tweet this!) In this post, I will deconstruct Salesforce's approach with adoption services to help you understand what a successful monetization strategy looks like.

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Topics: adoption services, service revenue generation

Achieve Subscription Success Through Customer Journey Mapping

Posted by Dhaval Moogimane, Steven Michalkow, and Peter Armaly on 1/26/16 7:30 AM

The subscription economy continues to push its way into our everyday lives. It’s highly likely that nearly everyone reading this post has a subscription to Netflix, Spotify, or ZipCar, or even Dollar Shave Club.

In technology, the subscription shift isn’t just happening on the consumer side—many enterprise technology providers are also making the transition. The SaaS segment of enterprise software will grow at an aggressive 18 percent compound annual growth rate (CAGR) over the next three years, and will represent approximately 31 percent of the total software economy by 2018[i].

In this post, we will outline why delivering a remarkable end-to-end customer experience is key to subscription success, two golden rules of customer engagement, common barriers to success, and the power of customer journey mapping in achieving it.

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Topics: customer success, customer experience journey mapping, software-as-a-service (SaaS), customer engagement

Using Education Services to Drive Adoption

Posted by Maria Manning-Chapman on 1/21/16 6:30 AM

As technology solutions providers, you want to make sure your customers are effectively using and adopting your company's products and/or services. When customers are able to achieve their desired business outcomes with a solution, they’re likely to spend more with your company, so it’s in your best interest to make sure customers are realizing a solution’s full potential and achieving their ROI. The best way to ensure this is to provide adoption services that give your customers the training, support, and resources they need in order to realize the full value of a solution. 

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Topics: adoption services, education services, adoption

[SlideShare] New Networking Events at TSW!

Posted by Technology Services Industry Association on 1/19/16 6:30 AM

Get ready for three days of networking and idea sharing at TSW San Diego 2016! To celebrate our first conference in our new home of San Diego, we’ve added some very special social and networking events featuring the best of what America’s finest city has to offer. Take a look at this SlideShare for a complete list of the great networking opportunities we have planned, and join your peers in technology services to learn about Tech as a Service: Winning in the Cloud. (Tweet this!)

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Topics: slideshare, Technology Services World Conference


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