[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. 

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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.

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Topics: services executives, sales, marketing, lead generation, Technology Services World Conference, sales costs, Blending Service and Sales Motions

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.

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Topics: services, sales, data analytics, consumption analytics, marketing, predictive analytics, Blending Service and Sales Motions

Learn TSIA Insights at These Upcoming Industry Events

Posted by Tom Anderson on 9/6/17 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 findings in the areas of support services, expand selling, sales, marketing, improving customer journey, and creating profitable subscription offers, TSIA executives will be presenting at several upcoming conferences and speaking engagements, including: TSIA International Support Services Summit, Marketing Loves Sales, Technology Services World, and ProductNEXT. 

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Topics: XaaS (x-as-a-service), support services, sales, expand selling, summit, marketing, products, product leader

Rethinking the Sales Funnel for Existing Customers

Posted by Steve Frost on 7/14/17 5:00 AM

This fall, TSIA will be digging deep into the topic of the Art and Science of the Customer Journey at our annual Technology Services World conference in Las Vegas. To introduce this theme, the rest of the TSIA research team and I will be sharing our thoughts on how it relates to our specific area of research, which in my case is expand selling. In this entry, I’ll be sharing a look at the journey from lead to closed deal for new opportunities with existing customers, how this process is different than it is for new customers, and why Services touchpoints have to be accounted for in the process.

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Topics: technology services, sales, expand selling, marketing, sales costs, Art and Science of the Customer Journey

Grow Customers Through Marketing and Services Convergence

Posted by Steve Frost on 3/16/17 5:00 AM

In our multi-part blog series on organizational convergence, TSIA’s Phil Nanus and others have written extensively about the convergence of sales and services in an XaaS world. For a great primer on how these lines are blurring, be sure to read his blog post or Chapter 7 of the Technology-as-a-Service Playbook. A much less talked about topic, however, is the convergence of marketing and services, and their potential to work together to drive cost-effective leads and revenue from existing customers.
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Topics: sales, expand selling, marketing, TSIA Organizational Convergence Series, organizational convergence

XaaS Madness: Selling Yourself Out of Business

Posted by Steve Frost on 3/7/17 5:00 AM

As the NCAA Basketball Tournament shifts into high gear this month, millions of American workers will take extended lunch breaks to their favorite sports bars and restaurants to watch the games. This annual event provides not only an opportunity for binge-eating and work-ditching, but also affords a teaching opportunity about the dangers of the high cost of sales. Read on to see how the parable of a failed sports bar can be a cautionary tale for modern XaaS companies.

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Topics: XaaS (x-as-a-service), sales, expand selling, marketing, lead generation, sales costs

Welcome New TSIA Members! December Edition

Posted by Technology Services Industry Association on 12/21/16 5:00 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: cloud, healthcare, professional services automation (PSA), SaaS (software-as-a-service), marketing, New TSIA Members, HHIT, hardware manufacturers, software

[TSIA Spotlight] Expand Selling and LAER for Marketing

Posted by Thomas Lah on 5/12/16 6:30 AM

Recently, an article I wrote was featured on MarTech Advisor, a marketing technology publication, called, "Why Marketing Technology Platforms Need New Innovations to Drive Revenue and Growth," about how Expand Selling and TSIA's LAER model applies to the role of marketing. In this post, I explain how important it is for marketers to focus on finding the right technology innovations that will enable them to better drive ROI for their business and cost-effectively re-ignite revenue growth. Here's an excerpt from that article:

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Topics: expand selling, LAER, marketing

Challenging Traditional Sales Roles

Posted by Peter Armaly on 12/11/15 6:30 AM

The long-running, oft-worshipped, and rarely questioned organizational business structure of Sales and Post-Sales is sick and overdue for some tough medicine. For years, there have been ample talks and thousands of articles written about the dysfunction of Sales and Marketing, but an even bigger argument can be made that the graver threat to a company is what isn’t working between the two major organizations, Sales and Post-Sales, that (sadly) often meet only at that line in the contract where the customer signs.

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Topics: customer success, sales, 12 Days of Insights, marketing

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