The Terror Facing Tech

Posted by Thomas Lah on 5/23/17 5:00 AM

I recently contributed the first of a three-part series of articles to Business View Magazine about how the new subscription-based economy is affecting traditional technology companies. In my first article, The Terror Facing Tech, I discuss how both the product revenues and even service revenues for many well-established traditional technology suppliers are beginning to shrink. In response, they’re making the pivot toward the new as-a-service business models, yet are struggling to achieve profitability. So, what can they do to bridge this gap? Here is an excerpt of the article, which you can read in full online on Business View Magazine's site.

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Topics: x-as-a-service (XaaS)

How Field Services is Transitioning to the As-A-Service Model

Posted by Vele Galovski on 4/19/17 5:00 AM

At TSIA, we receive a steady stream of inquiries from our members, which give us insight into the most pressing business challenges technology companies are facing across the industry. We then translate these challenges into a list of capabilities organizations will need to embrace in order to succeed in the coming years. One of these key capabilities is something that has become so prevalent across the industry that we've dedicated the theme of our upcoming conference, as well as an entire blog series to it: organizational alignment and convergence.

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Topics: x-as-a-service (XaaS), field services, TSIA Organizational Convergence Series, services convergence, organizational convergence

Use Indirect Channels to Build, Grow, and Maintain Profitable XaaS Revenue Streams

Posted by Jim Stockwell on 4/4/17 5:00 AM

Generating a profit is the goal of every cloud business. Yet for many, achieving it remains elusive. As companies walk the path toward creating a profitable cloud-based business—or transitioning from a product-based to a service-based business—many challenges exist in this still-emerging market. And those challenges are amplified when operating through an indirect channel sales model.

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Topics: x-as-a-service (XaaS), channel partners, indirect channels

Welcome New TSIA Members! March Edition

Posted by Andrew Cromey on 3/30/17 5:00 AM

At TSIA, we are dedicated to helping services organizations both large and small grow and advance in the technology industry. We'd like to take the opportunity to welcome our newest members, as well as acknowledge companies already a part of the TSIA community who have recently expanded their membership to include additional service disciplines TSIA has to offer. Here's a little bit about each company, in their own words.

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Topics: x-as-a-service (XaaS), cloud, software-as-a-service (SaaS), New TSIA Members, software, telecommunications, information technology (IT)

XaaS Madness: Selling Yourself Out of Business

Posted by Steve Frost on 3/7/17 5:00 AM

As the NCAA Basketball Tournament shifts into high gear this month, millions of American workers will take extended lunch breaks to their favorite sports bars and restaurants to watch the games. This annual event provides not only an opportunity for binge-eating and work-ditching, but also affords a teaching opportunity about the dangers of the high cost of sales. Read on to see how the parable of a failed sports bar can be a cautionary tale for modern XaaS companies.

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Topics: x-as-a-service (XaaS), sales, expand selling, marketing, lead generation, sales costs

Welcome New TSIA Members! February Edition

Posted by Technology Services Industry Association on 2/24/17 5:00 AM

At TSIA, we are dedicated to helping services organizations both large and small grow and advance in the technology industry. We'd like to take the opportunity to welcome our newest members, as well as acknowledge companies already a part of the TSIA community who have recently expanded their membership to include additional service disciplines TSIA has to offer. Here's a little bit about each company, in their own words.

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Topics: x-as-a-service (XaaS), cloud, healthcare, software-as-a-service (SaaS), New TSIA Members, software

Meet with TSIA Experts at 5 Upcoming Technology Industry Events

Posted by Technology Services Industry Association on 2/21/17 5:00 AM

Whenever a new trend emerges in the world of technology and services, TSIA is already on the front lines developing new research, frameworks, and expertise around what that trend can mean for your business and the future of our industry. To share some of their latest findings in the areas of customer success, field services, smart services and the Internet of Things (IoT), and recurring revenue, TSIA executives will be attending several upcoming conferences and speaking engagements, including: 2017 Customer Success Summit – Presented by Totango, TSIA International Field Services Summit, Executive Symposium, Technology Services World, and Gainsight Pulse 2017. 

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Topics: customer success, x-as-a-service (XaaS), field services, internet of things (IoT), summit, Technology Services World Conference, TSIA Research, smart services, speaking engagements

How to Be Profitable in the Cloud

Posted by Thomas Lah on 2/14/17 12:00 AM

While it's clear that revenues from cloud-computing offers are rapidly growing, exactly how profitable these offers will be for technology companies remains to be seen. As part of Mediaplanet's Cloud Solutions campaign that unites like-minded industry leaders to highlight the technologies, people, and processes that are helping to empower, as well as seamlessly connect organizations across the globe, I contributed an article on behalf of TSIA exploring what it takes to be profitable in the Cloud. Here's an excerpt of the article I wrote which was published in both the San Francisco Chronicle and online.

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Topics: x-as-a-service (XaaS), cloud, Technology-as-a-Service Playbook, cloud computing

A Closer Look at On-Premise Customer Success Programs

Posted by Irit Eizips on 1/18/17 10:57 AM

In the technology industry, Customer Success Management is a growing practice, alongside the increase in popularity of SaaS (software-as-a-service) as a software licensing and delivery model. As a result, the traditional customer-vendor relationship, which now mostly applies to on-premise solutions, has changed dramatically. In many ways, Customer Success has become synonymous to SaaS. But what about on-premise clients? To try and assess the answer to this question, I interviewed Noy Bar, Americas Region Customer Success Manager at HP Enterprise and Anna Connell, Sr. Director of Global Subscription Sales at Proofpoint. In this blog, I share their observations on the differences between Customer Success programs for SaaS and those for on-premise, derived from their professional experience over the past few years.

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Topics: customer success, x-as-a-service (XaaS), software-as-a-service (SaaS), customer success manager

The Converging World of Managed Services

Posted by George Humphrey on 1/17/17 8:40 AM

Historically when we've thought of convergence in the tech industry, we thought of a variety of technologies merging together, such as voice and data or storage and networking. Hyper-convergence infrastructure is a term used to encompass storage, computing, and virtualization. Stand aside pings and packets, there's a new type of convergence out there. We're talking about service convergence, and it's something we've identified at TSIA as a major market trend.

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Topics: x-as-a-service (XaaS), managed services, support services, professional services, managed XaaS, TSIA Organizational Convergence Series, consumption gap, complexity avalanche, services convergence, organizational convergence

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