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

Relationship Equity: Why Services Can Go Where Sales Can’t

Posted by Steve Frost on 2/2/17 5:00 AM

Often times when we broach the concept of expand selling to TSIA member companies, the question is asked, “Why can't sales just do this for themselves? After all, upselling and cross-selling are, in fact, selling, and selling is what salespeople do.” Unfortunately, it's not that simple. Regardless of how hesitant they might be to join the revenue-generation party, expand selling initiatives have to be driven by the service delivery teams. In this post, I'll be digging deeper into why this is, beginning with the concept of “relationship equity”. 

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Topics: managed services, services, professional services, sales, field services, expand selling, relationship equity, trusted advisor

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

[SlideShare] 5 Managed Services Benchmark Trends

Posted by Technology Services Industry Association on 10/6/16 5:00 AM

Through TSIA's comprehensive benchmarking program, you can measure your company's performance against your industry peers, identify your strengths, and see where you can improve to ensure future success. For a sample of the type of insight you will receive by taking advantage of this valuable resource that comes with TSIA membership, take a look at this SlideShare featuring 5 key research trends from TSIA's Managed Services Benchmark Study.

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Topics: managed services, benchmarking, managed XaaS, TSIA Benchmarking Spotlight

4 Steps to Successfully Move from Hardware to Software and Services

Posted by Neil Jain and Chris Kammerer on 9/15/16 6:30 AM

The world has been changing over the past 10 years for hardware companies. Today, faster innovation cycles and falling barriers to entry are driving commoditization, virtualization is fueling demand for software running on industry standard hardware, and everyone is chasing higher margin, recurring revenue offers. Hardware companies are responding to these shifts by augmenting their portfolios to include more software and services offerings, but many are struggling with the transition.

Whether your company is looking to break into a complementary software market, enhance your hardware products with managed services, or respond to the virtualization trend, here are four key steps you should take to address common challenges hardware companies face.

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Topics: x-as-a-service (XaaS), managed services, service revenue generation, services, service offers, TSIA Partners, hardware manufacturers

[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

TSIA is Coming to Europe!

Posted by Technology Services Industry Association on 7/19/16 6:30 AM

We're bringing TSIA insight and thought leadership to Europe this fall in two impactful speaking engagements. Save your seat early to make sure you don't miss out on these unique opportunities! Here are the details for each event.
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Topics: x-as-a-service (XaaS), managed services, sales, LAER, managed XaaS

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

[SlideShare] Top 3 Reasons Every CEO Needs Managed Services

Posted by George Humphrey on 3/24/16 6:30 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 24% since 2013. (Tweet this!) 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: x-as-a-service (XaaS), managed services, managed XaaS

Behind the Research: Managed Services

Posted by Technology Services Industry Association on 2/25/16 6:30 AM

At TSIA, we provide technology and services businesses with the insights they need to grow, advance, and achieve their desired outcomes in our rapidly evolving industry. At the heart of this in-depth research are TSIA's research executives, who keep their fingers on the pulse of what's new and what's next in technology and services in order to deliver compelling content, best practices, and tools to our members. To highlight the brilliant people behind the research that makes TSIA what it is, we've invited the VP of managed services research, George Humphrey, to tell us a bit about himself and his thoughts on the future of his area of research, managed services. 

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Topics: managed services, Behind TSIA Research, TSIA Research

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