Success in the New B4B Era

Posted by Technology Services Industry Association on 12/17/14 9:30 AM

12 Days of Insights 2014: Day 8

To celebrate the holiday season, we’re giving the gift of knowledge! Join us as we share our favorite posts from top technology services thought leaders in our 12 Days of Insights blog series.

B4B co-author and TSIA president and CEO J.B. Wood delivered the opening keynote at TSW 2013 Service Transformations conference, where B4B was officially launched to incredible response and enthusiasm. Below is a writeup highlighting many of Wood’s direct passages from that keynote that continue to be relevant to the future of the technology services industry. It’s a must-watch video, and a must-have book for your business arsenal. Get ready for the new B4B era as we enter into a new and exciting time for tech services. 

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Topics: outcome-based services, pricing, B4B, organizational change, service level agreement (SLA), adoption, operating models, consumption models, customer outcomes, 12 Days of Insights

Products Are Out, Services Are In: The Future of XaaS

Posted by George Humphrey on 11/13/14 6:30 AM

There’s a “mega trend” occurring in the technology industry that’s accelerating at an impressive rate, and that’s increased demand for “service-based consumption models”, or XaaS. Customers are changing how they choose to procure technology, focusing primarily on individual services and outcomes rather than products. (Tweet this!) As a result, product-based companies are experiencing declining product revenues while their services revenues are on the rise. It’s becoming clear that embracing an XaaS model as part of your managed services business can help increase your company’s revenue potential.

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Topics: x-as-a-service (XaaS), managed services, consumption analytics, consumption models, software-as-a-service (SaaS), managed XaaS

The State of Managed Services – 2014

Posted by George Humphrey on 2/21/14 6:30 PM

The world of tech is changing. Consumers of enterprise technology have voted with their wallets. They are concerned with the lack of return on investment for their infrastructure technology expenditures. They are frustrated with the ever-increasing complexity of their IT solutions driven by the rise in software centricity and network dependency. 

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Topics: managed services, return on investment (ROI), consumption models

The Future of Services Sales

Posted by Technology Services Industry Association on 12/9/13 8:01 AM

“So, where do we go from here, as the demand for new consumption models continues to rise? The creation of new operating models is an obvious answer. But there’s more that needs to be done.”

Nick Earle, senior vice president of Worldwide Services Field Operations for Cisco Systems, delivered a dynamic and thought-provoking keynote address at TSW Service Transformations conference held this past October, titled “The Future of Services Sales.” Read on for highlights from his discussion, where he presented Cisco’s real-world journey into the future of services sales.

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Topics: B4B, automation, sales, operating models, consumption models, customer outcomes

Reaction to B4B

Posted by Thomas Lah on 11/21/13 2:38 PM

“The operating models of technology providers are about to be revolutionized.”


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Topics: pricing, B4B, data analytics, operating models, consumption models, service offers, Technology Services World Conference

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