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

Book Excerpt: Profitable Technology Services Pricing

Posted by Tim Matanovich on 2/26/14 9:44 AM

At some point in the distant past, a manager inside a software company made an absolutely brilliant decision. The name of the individual is lost to history, but the brilliance cannot be denied. It was simple really, and necessary. When we install our software onto the company’s hardware, he reasoned, the software will work perfectly. From there, it’s all downhill. Over time, the company will change their requirements. They will upgrade their hardware and expect our software to continue working. They will want our software to talk to other software. They will change processes, and new best practices will emerge. The user base will evolve. Each of these changes will decrease the usefulness of our software to the customer.

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Topics: pricing, x-as-a-service (XaaS), cloud, operating 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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