George Humphrey

George Humphrey, is the vice president of research, Managed Services, for TSIA. He is a networking and communications industry veteran of over 20 years with extensive experience in managed infrastructure and application services. Throughout his career, he has held several leadership positions in managed services, including global strategy, product line management, marketing, operations, and client management.

Read more from George on these topics:
Managed Services | Successful Managed Services Providers | Managed Services Mistakes | Organizational Structure
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Recent Posts

[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

[Infographic] Why Managed Services Organization Structure Matters

Posted by George Humphrey on 7/25/17 8:40 AM

Services now make up more than half of the total yearly revenue for technology companies, and managed services are a critical component of that growth trend. It’s time for CEOs to start leveraging managed services to quickly grow their top-line revenue, but many don’t yet know the best way to structure their managed services organization in a way that will yield the best performance. This infographic outlines the most effective ways to build out crucial functions in managed services through strong sales, delivery, and client management.

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Topics: managed services, organizational structure, infographic

What Are Managed Services?

Posted by George Humphrey on 6/22/17 5:00 AM

Since I started up TSIA’s Managed Services discipline at the tail end of 2012, I’ve received a lot of questions both from members and non-members about the definition of managed services. I figured that it was worth addressing these questions in a blog post, specifically about how TSIA defines managed services, what we’re seeing in the industry, and explain the different types of managed services offers. TSIA defines managed services as “the practice of outsourcing day-to-day technology management responsibilities to a third party as a strategic method for improving operations and accelerating a return on their technology investment,” but the truth is, “managed services” is an umbrella term for a variety of different kinds of offers.

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Topics: managed services, managed services providers

Benchmarking Managed Services Performance: How Do You Compare? [Infographic]

Posted by George Humphrey on 6/6/17 5:00 AM

To stay ahead of the competition, it’s important as a managed services provider to regularly gauge your performance against industry pacesetters while maintaining the current health of your operation. But how do you find out what “good” looks like so you can know what to aim for?

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Topics: managed services, best practices, key performance indicator (KPI), managed services providers, managed services sales, infographic

How to Measure Managed Services Revenue Growth

Posted by George Humphrey on 2/15/17 5:00 AM

Managed services is a key growth engine in the tech industry, and as explained in Technology-as-a-Service Playbook: How to Grow a Profitable Subscription Business, can play a major role in the profitable transition to a XaaS business model. More and more cloud companies are recognizing the importance of managed services, but are also finding that managed services requires measurement on a variety of growth metrics in order to fully understand its impact. In this post, I'm going to share which metrics your managed services business can use to track growth so you can be sure to put the right practices in place that will significantly influence your company's success in achieving profitable growth.

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Topics: managed services, managed services providers, managed services sales, managed XaaS

The Converging World of Managed Services

Posted by George Humphrey on 1/17/17 8:40 AM

Historically when we've thought of convergence in the tech industry, we thought of a variety of technologies merging together, such as voice and data or storage and networking. Hyper-convergence infrastructure is a term used to encompass storage, computing, and virtualization. Stand aside pings and packets, there's a new type of convergence out there. We're talking about service convergence, and it's something we've identified at TSIA as a major market trend.

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Topics: XaaS (x-as-a-service), managed services, support services, professional services, managed XaaS, TSIA Organizational Convergence Series, consumption gap, complexity avalanche, services convergence, organizational convergence

[Infographic] 3 Crucial Metrics Managed Services Providers Should Be Measuring

Posted by George Humphrey on 7/28/16 6:30 AM

Over the past few years, there's been a significant increase in the amount of service revenue coming from managed services, making it the fastest growing service line in the technology industry. With so much growth and activity, it’s important that all managed services providers (MSPs) understand exactly which critical metrics and key performance indicators they should be monitoring to track their overall performance, as well as how those figures will evolve over time.

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Topics: metrics, managed services, key performance indicator (KPI), managed services providers, infographic

Managed Services for Non-Manufacturers

Posted by George Humphrey on 4/14/16 6:30 AM

At TSIA, we're always talking about how technology providers industry-wide are making the B4B shift from delivering products to services, as well as the increasing importance of providing customer outcomes. While this drastic change might seem like it only applies to product manufacturers, the reality is that non-manufacturers are also feeling an increased pressure to rethink how they gain new and retain existing customers. I'd like to take a minute to highlight how non-manufacturer companies within our managed services membership community are able to apply TSIA research to their operations and successfully adapt.
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Topics: B4B, managed services, managed services providers

Who Should Sell Managed Services?

Posted by George Humphrey on 1/12/16 7:30 AM

Selling managed services is unlike selling anything else in the technology industry. It’s a journey that the salesperson needs to take with their customer, which are typically much longer than the traditional product sales motion, and require specialized skills. Based on recent TSIA research, we were able to get a closer look at the types of roles engaged in managed services sales motions within the industry’s top companies. While the majority of companies we surveyed allow their general sales team to sell managed services, recent trends are showing that some are building a dedicated sales team within their organization, which has yielded some interesting results.

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Topics: managed services sales

7 Steps to Building a Managed Services Business

Posted by George Humphrey on 12/9/15 6:30 AM

'Tis the season of giving, and today our gift to you is the third day of our annual 12 Days of Insights blog series. Enjoy!

At TSIA, we work with hundreds of tech companies of all sizes and market segments to help them stay on top of emerging industry trends. According to a 2014 poll of our members, over 70% of them have either launched or are developing a managed services business. However, as these tech leaders start to embrace managed services, they learn very quickly how daunting and different these business models are from hardware, software, and traditional services such as professional, support, and field services.

The world of managed services is rapidly evolving. Though many of the value propositions remain, such as total cost of ownership (TCO) reduction, risk aversion, acceleration of the adoption of next gen tech, etc., there has been a tremendous amount of focus on standardization of the offer, specialization of sales, scalability and automation of delivery, and optimization of client governance.

So how do you know where to start when building your own managed services business? In this post, I’ll discuss a seven-step approach you need to consider as you begin the journey. 

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Topics: managed services, organizational structure, 12 Days of Insights


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