[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. 

Read More

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.

Read More

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.

Read More

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.

Read More

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.

Read More

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.

Read More

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. 

Read More

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

Comments

Subscribe to the Blog

Recent Posts

Posts by Topic

see all

Follow TSIA