Changing Engagement Models

Posted by Thomas Lah on 11/28/17 5:00 AM

In the first article of this series, I made the statement, “Selling technology is becoming a low-growth, low-margin endeavor,” and presented data to back up this sobering statement. In addition, we reviewed the fact that born-in-the-cloud computing companies are enjoying double-digit revenue growth, but they are struggling to be profitable.

So, how do technology companies get back on the track of profitable growth? TSIA’s prescription:

“Embrace as-a-service offers (this is where the revenue is going) that are anchored on business outcomes (not feature functionality, which is commoditizing) and supported by a customer engagement model that cost-effectively drives the adoption, expansion, and renewal of your offers (this is where most tech companies are failing).”

In this final article in my three-part series, we will explore how customer engagement models will need to evolve to better support subscription business models.

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Topics: XaaS (x-as-a-service), cloud, customer adoption, customer outcomes, expand selling, LAER, PIMO, cloud computing, Technology and the Subscription Economy

[SlideShare] Outcome Engineering: TSW Keynote Preview

Posted by Technology Services Industry Association on 10/13/15 6:30 AM

In order to grow your customers successfully, you need to make sure they’re able to find value with your solution by achieving their desired business outcomes. To properly guide your customers down the right path to success, you’ll first need to gain a deeper understanding of their goals, but where do you start? In his keynote presentation at our upcoming TSW 2015 Service Transformations conference, “Outcome Engineering”, TSIA’s executive director, Thomas Lah, will share how outcome engineering drives revenue growth. Take a look at this SlideShare for a sneak preview of what you can learn from this informative presentation!

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Topics: outcome-based services, customer outcomes, LAER, PIMO, outcome engineering, slideshare, Technology Services World Conference

[Infographic] Learn How to Grow Customers at TSW 2015 Service Transformations

Posted by Technology Services Industry Association on 7/30/15 6:30 AM

Looking to grow your top-line revenue? While it’s always important to land new customers, many technology companies are overlooking the untapped source of potential revenue from within their existing customer base. Join us October 19-21 at the ARIA Resort & Casino for TSW 2015 Service Transformations, where you can learn how to get started on the right path to Growing Customers Successfully through driving adoption and delivering customer outcomes.

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Topics: infographic, LAER, PIMO, Technology Services World Conference


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