[SlideShare] 4 Service Revenue Generation Benchmark Trends

Posted by Technology Services Industry Association on 11/1/16 5:00 AM

Through TSIA's comprehensive benchmarking program, you can measure your company's performance against your industry peers, identify your strengths, and see where you can improve to ensure future success. For a sample of the type of insight you will receive by taking advantage of this valuable resource that comes with TSIA membership, take a look at this SlideShare featuring 4 key research trends from TSIA's Service Revenue Generation Benchmark Study.

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Topics: service revenue generation, service revenue, TSIA Benchmarking Spotlight

4 Steps to Successfully Move from Hardware to Software and Services

Posted by Neil Jain and Chris Kammerer on 9/15/16 6:30 AM

The world has been changing over the past 10 years for hardware companies. Today, faster innovation cycles and falling barriers to entry are driving commoditization, virtualization is fueling demand for software running on industry standard hardware, and everyone is chasing higher margin, recurring revenue offers. Hardware companies are responding to these shifts by augmenting their portfolios to include more software and services offerings, but many are struggling with the transition.

Whether your company is looking to break into a complementary software market, enhance your hardware products with managed services, or respond to the virtualization trend, here are four key steps you should take to address common challenges hardware companies face.

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Topics: x-as-a-service (XaaS), managed services, service revenue generation, services, service offers, TSIA Partners, hardware manufacturers

Behind the Research: Service Revenue Generation

Posted by Technology Services Industry Association on 5/17/16 6:30 AM

At TSIA, we provide technology and services businesses with the insights they need to grow, advance, and achieve their desired outcomes in our rapidly evolving industry. At the heart of this in-depth research are TSIA's research executives, who keep their fingers on the pulse of what's new and what's next in technology and services in order to deliver compelling content, best practices, and tools to our members. To highlight the brilliant people behind the research that makes TSIA what it is, we've invited the VP of Service Revenue Generation research, Julia Stegman, to tell us a bit about herself and her thoughts on both the current state and what the future holds in her area of research, service revenue generation. 

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Topics: adoption services, x-as-a-service (XaaS), service revenue generation, Behind TSIA Research

[Case Study] How Salesforce Monetizes Adoption Services

Posted by Julia Stegman on 1/28/16 6:30 AM

While it will always be important for technology companies to create great technology, they must also take a more proactive role in ensuring their customers are successfully using the technology. As a result, many technology companies have begun offering adoption services. Though traditional services focus on making technology available to customers, adoption services deliver a more compelling value proposition–they ensure customers derive value from the technology in an accelerated manner. 

While some of the more basic tiers of adoption services can be included with the purchase of the technology subscription, the more labor-intensive and/or higher value adoption services should be offered for a fee. But how do you decide where to draw the line between free and fee adoption services? (Tweet this!) In this post, I will deconstruct Salesforce's approach with adoption services to help you understand what a successful monetization strategy looks like.

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Topics: adoption services, service revenue generation

[SlideShare] Measuring the Health of XaaS Subscription Renewals

Posted by Julia Stegman on 12/10/15 9:30 AM

'Tis the season of giving, and today our gift to you is the fourth day of our annual 12 Days of Insights blog series. Enjoy!

When it comes to getting customers to renew their subscription with your XaaS offer, does your current renewal engagement model consist of managed handoffs between your internal teams, or is it total chaos? (Tweet this!) In the recent TSIA SRG Cloud Benchmark Study, we aimed to find out how top companies in the technology services industry are structuring their subscription renewal process, as well as get a detailed look at which metrics they’re using to track their success. 

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Topics: x-as-a-service (XaaS), service revenue generation, renewal, subscription-based offers, 12 Days of Insights, slideshare

[Infographic] Fee-Based Services for XaaS Business Models

Posted by Julia Stegman on 11/6/15 6:30 AM

Recurring revenues with existing customers have a natural tendency to decline. Like many XaaS executives, you may be asking, “What are the forces that create erosion and growth with subscription revenues?Certainly the concept of churn is well understood as a negative force that reduces annual recurring revenues. But how well do you understand, and manage, downsell activities that also create revenue erosion? Also, how effectively are you pulling the growth levers of upselling and cross-selling to ensure revenues from your existing customers are growing and not declining? One of these growth levers is fee-based services. Contrary to popular belief, not all adoption services are offered for free, and in this infographic, we demonstrate how fee-based support and adoption services can contribute to the growth of total recurring revenues.

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Topics: adoption services, x-as-a-service (XaaS), service revenue generation, levers of growth, customer churn

How to Connect Your Service Offers to Business Value: Part 3

Posted by Julia Stegman on 9/24/15 6:30 AM

In this three-part blog series, we’ve gone over the capabilities you’ll need to develop before providing customer outcomes, as well as ways to determine how your customers measure success. To continue with the theme of answering the question “What’s most important to your customers?” the final installment in this blog series will cover how your organization can offer, and monetize, adoption services to ensure your customers are not only reaching their desired outcomes, but are doing so in the most effective way possible using your technology and your services.

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Topics: adoption services, service revenue generation, adoption, free offers, Connecting Service Offers to Business Value

[Infographic] 3 Ways to Grow Your Support Revenue

Posted by Julia Stegman on 8/20/15 6:30 AM

When it comes to choosing the best method for growing your maintenance and support revenue, there are several viable options available to you. In this infographic, we’ve used the data from the 2015 TSIA Service Revenue Generation Benchmark Study to offer up three levers you can pull to increase your revenue. We’ve also outlined the effects on your business and examples of the types of results you can expect from each method.
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Topics: service revenue generation, levers of growth, infographic

How to Connect Your Service Offers to Business Value: Part 2

Posted by Julia Stegman on 7/7/15 6:30 AM

In the first part of this three part series, I discussed the top factors driving the shift to outcome-based offers, as well as the key capabilities required to be successful. Let’s dig a little deeper into how to get started, and in particular, how to surface the unmet needs of your customers.

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Topics: service revenue generation, service offers, Connecting Service Offers to Business Value

How to Connect Your Service Offers to Business Value: Part 1

Posted by Julia Stegman on 1/9/15 6:30 AM

Over the past year, we’ve talked a lot about the emergence of B4B and the growing need for product-focused companies to become customer outcome-focused, but there is still a lot of confusion about how to accomplish this transformation. In this three part blog series, I will be outlining the key capabilities required in order to make the transition, how to identify customer outcomes, and how your company can take the plunge toward offering outcomes as part of your pricing model. 

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Topics: B4B, service revenue generation, customer outcomes, Connecting Service Offers to Business Value

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