5 Things You Need to Know About TSIA Outcome Chains

Posted by Nicole Dornsife on 11/21/17 5:00 AM

If you were at our Technology Services World conference in Las Vegas last month, you likely heard a ton of buzz around TSIA Outcome Chains, our SaaS solution that ties TSIA research, best practices, and frameworks to specific business objectives. That’s because here at TSIA, we’re excited about what Outcome Chains provides our members: a proven path to achieving their desired outcomes. Whether you’re new to TSIA or have been a member for years, here’s a list of 5 things you should know about TSIA Outcome Chains.

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Topics: TSIA outcome chains, outcomes

What Makes TSIA Strategic Services Different from Consulting?

Posted by Thomas Lah on 10/18/17 5:00 AM

Often, TSIA members will ask us what the difference is between a traditional consulting engagement and TSIA Strategic Services. While we are always excited to share the many benefits of TSIA Strategic Services, the best way to fully understand the difference is to ask someone who’s experienced both and offer their unbiased perspective. I had the pleasure of speaking with Byron McDuffee, VP of Global Strategy for CDK Global, who recently wrapped up an advisory engagement with us. Here is what he had to say about his experiences and how they compared to traditional consulting.

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Topics: consulting, customer outcomes, TSIA Strategic Services, outcomes

3 Sales Tips for Selling Customer Value

Posted by Glenn Gramling on 7/5/17 5:00 AM

Increasingly, technology products that are merely “good enough” are permeating the market. Clients are not looking for perfection and accept the limitations of a lower-cost product. Software allows these good enough products to be enhanced over time, with new features being delivered through software updates that can make a product more valuable.

After researching several large hardware providers, we discovered that a large percentage of their monthly sales were either fulfillment or products, while only a small percentage of their monthly sales were high-margin solutions that included high-value services. Every manufacturer would like to improve their percentage of high-margin products and services, so, why don’t Sales teams sell more high-value solutions to solve the business problems of their customers?

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Topics: sales, customer outcomes, TSIA Partners, outcomes

The Digital Transformation Journey: Customer Use Cases

Posted by J.B. Wood on 6/15/17 5:00 AM

Every once in a while, a perfect storm hits a market. Usually it’s when a new trend or concept appeals simultaneously to both customers and suppliers. When that serendipity strikes, even long-standing models are forever transformed. That is what’s going on today in tech sectors, from IT, to industrial equipment, to transportation, to healthcare. Subscription-based offers are eating their old transaction-based siblings at a breathtaking rate.

In my infographic, “Navigating the Digital Transformation Journey,” I outlined 6 key steps to thriving in this changing market. Today, I’m going to talk about the most fundamental underpinning of the new subscription economy and the first step on this journey, “Customer Use Cases,” or in other words, why customers love it!

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Topics: customer success, XaaS (x-as-a-service), customer outcomes, customer churn, SaaS (software-as-a-service), outcomes, digital transformation, The Digital Transformation Journey, technology-as-a-service, subscriptions

TSIA Outcome Chains are Here! Get the Insights You Need for the Results You Want

Posted by Technology Services Industry Association on 12/8/16 5:00 AM

We're thrilled to announce that all TSIA members now have access to TSIA outcome chains, an easy-to-use SaaS experience that makes consuming TSIA's vast vault of research and insights easier than ever before! If you have a service business challenge (SBC) that needs solving, our growing list of available outcome chains can match you with the right TSIA data, resources, and advice to help you solve it. Our library of currently available outcome chains spans across 8 service disciplines and is constantly growing. Today, you can immediately start addressing such challenges as reducing customer churn, building a managed XaaS offer, reducing cost per incident through self-service support channels, retaining field services talent, and more!

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Topics: Outcome Chains, TSIA outcome chains, outcomes

Get the Business Outcomes You Want Even Faster with TSIA Strategic Services

Posted by Thomas Lah on 12/6/16 5:00 AM

Today's technology and services organizations rely on TSIA to provide them with the right business frameworks, best practices, and deep industry insight they'll need to overcome top business challenges, achieve specific business objectives, and thrive in a changing market. TSIA is excited to announce a new collection of offers designed to help companies like yours achieve desired business outcomes even faster, called Strategic Services. Through our Speaking engagements, Workshops, and Advisory Sprints, you and your organization can now choose the level of hands-on, customized assistance you'll need to meet your goals. I've asked TSIA's SVP Strategic Services and GM Major Accounts, Tom Pridham, to share with you more about Strategic Services, and how they can help your organization get the insights you need to drive the results you want in a fraction of the time.

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Topics: TSIA Strategic Services, outcomes, service business challenges

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