TSW Keynote Preview: Organizing for Recurring Revenues [SlideShare]

Posted by Thomas Lah on 4/21/17 5:00 AM

Even though markets and the revenue streams are rapidly migrating toward XaaS, the financial and organizational models of many technology companies are still catching up. So where do these organizational models need to change in order to keep up with where the revenue is now going? I explore this topic and more in my upcoming Technology Services World keynote presentation, “Organizing for Recurring Revenues.” Take a look at this SlideShare for a preview of what I’ll be covering.

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Topics: keynote, organizational structure, slideshare, Technology Services World Conference, recurring revenues, organizational convergence

3 Examples of Customer Success Convergence

Posted by Phil Nanus on 3/9/17 5:00 AM

Convergence, a term meaning "to come together," is a common theme that has impacted various service lines within the technology industry, and customer success is no exception. As more technology suppliers pivot towards new XaaS offerings, they are finding themselves in a constant cycle to deliver against the promise of their technology solution, which is how we define customer success. In their efforts to ensure that their customers achieve specific business outcomes, these organizations are seeing traditional services capabilities and organizational boundaries beginning to blur, or "converge." At TSIA, we've observed three areas within today's organizations that are seeing the most convergence with customer success: sales costs, service portfolios, and service organization structures.
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Topics: customer success, organizational structure, TSIA Organizational Convergence Series, services convergence, organizational convergence

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

[Infographic] Why Managed Services Organization Structure Matters

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

How to Structure Your Managed Services Organization

Posted by George Humphrey on 7/23/15 6:30 AM

One of the top challenges facing today’s managed service providers is the shape and structure of their managed services organization. Whether you’re starting or will be starting a new MS business in the near future, here’s an example of an ideal MS organization structure and the functions of each of the key roles. 

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Topics: managed services, organizational structure

What B4B Means for You

Posted by Technology Services Industry Association on 12/11/14 9:00 AM

12 Days of Insights 2014: Day 2

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 executive director Thomas Lah delivered a memorable and eye-opening TSW keynote at last month’s TSW Service Transformations conference, discussing what the B4B model means for technology services organizations. Here are some highlights from that important discussion. If you haven’t gotten your copy of the book B4B, it’s a must-have, and it’s available at Amazon. It’s a promising time to be in tech services, as we head toward the new era of B4B.

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Topics: outcome-based services, B4B, services portfolio, organizational structure, adoption, customer outcomes, 12 Days of Insights

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