Pricing Segmentation Best Practices for XaaS

Posted by Tim Matanovich on 8/16/16 6:30 AM

The unique inventions and service offerings of entrepreneurs can captivate us, yet even the most innovative solutions and services can struggle when managers fail to set prices that simultaneously attract customers and produce profit. Though pricing is a complex concern for businesses in all industries, it is a particular point of confusion in XaaS industries, where "anything as a service" requires pricing versatility that cannot be achieved with more traditional price structures.

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Topics: pricing, x-as-a-service (XaaS), cloud, services pricing, subscription-based offers

Tips for Creating a Customer Success Function Within Your Organization

Posted by Judith Platz on 8/11/16 8:52 AM

Customer success has become a hot topic in the technology industry, and with good reason. Technology companies are recognizing that it's essential to engaging, retaining and growing customer relationships over time. Each year, TSIA conducts a baseline survey to understand the current state and emerging practices for customer success. With the help of this data, we've created a list of recommendations for building a customer success function within your company.

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Topics: outcome-based services, customer success, x-as-a-service (XaaS), adoption

How to Lead Your Company to Success in the Cloud

Posted by J.B. Wood on 8/9/16 6:30 AM

The cloud. It's where cool tech ideas get funded by eager venture capitalists and mega fortunes are made when the next big thing goes viral.

For all of the excitement and hype surrounding the cloud, there are some sobering realities that tend to get swept under the rug: namely the fact that, on the whole, the cloud business model is not a profitable one. Surprised?

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Topics: x-as-a-service (XaaS), cloud, subscription-based offers, Technology-as-a-Service Playbook

TSIA is Coming to Europe!

Posted by Technology Services Industry Association on 7/19/16 6:30 AM

We're bringing TSIA insight and thought leadership to Europe this fall in two impactful speaking engagements. Save your seat early to make sure you don't miss out on these unique opportunities! Here are the details for each event.
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Topics: x-as-a-service (XaaS), managed services, sales, LAER, managed XaaS

[Video] See What Tech Leaders Are Saying About Technology-as-a-Service Playbook

Posted by Technology Services Industry Association on 6/23/16 6:30 AM

Since its debut at the spring Technology Services World conference, technology leaders across the industry have been expressing their praise for Technology-as-a-Service Playbook: How to Grow a Profitable Subscription Business. In this new book, TSIA's Thomas Lah and J.B. Wood take readers on a step-by-step journey to understanding the dramatic impact the cloud is having on the tech industry, successfully implementing recurring revenue “as-a-service” subscription-based offers and business models, and how to be profitable in the future of XaaS. Check out this video to get a sneak peek at what you can learn about succeeding in the cloud market and hear what your peers have to say about this groundbreaking new book.

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

[SlideShare] Digging Economic Moats for Your XaaS Business

Posted by J.B. Wood on 5/18/16 6:30 AM

Last week, I attended Gainsight's Pulse 2016 conference and had the honor of presenting as a keynote speaker, as well as facilitating panel discussions with industry leaders. In my main stage keynote, "Digging Economic Moats for Your XaaS Business," I shared a few concepts from TSIA's new book, Technology-as-a-Service Playbook: How to Grow a Profitable Subscription Business, specifically how SaaS and other subscription companies need to evolve their business and financial models in a way that facilitates actual (GaaP) profits for them by delivering great business outcomes for their customers. Take a look at this SlideShare of my Pulse presentation, where I outline the six economic moats that have made tech into such a profitable industry, as well as the critical role that customer success organizations can play in helping your organization maintain competitive advantage, keep customers on your platform, and most importantly, produce profits. You can also watch a video recording of my presentation online.

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Topics: customer success, x-as-a-service (XaaS), keynote, software-as-a-service (SaaS), slideshare, Technology-as-a-Service Playbook

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

Learn from HubSpot CRO Mark Roberge at TSW San Diego 2016

Posted by Nicole Dornsife on 4/13/16 8:28 AM

We're gearing up for an exciting Technology Services World conference full of inspiring sessions about "Tech as a Service: Winning in the Cloud." Joining us this year as a speaker is Mark Roberge, the Chief Revenue Officer for HubSpot's Sales Division, who will be sharing HubSpot's journey to becoming the successful cloud business it is today in his keynote, "Aligning Sales, Services, and Marketing Around Customer Success: HubSpot Case Study". Mark was kind enough to join me for a short Q&A session to share what attendees can expect from his upcoming presentation. The full interview can be viewed on the TSW website, but here's a snippet of what he had to say. 

Editor's Note 11/8/2016: Mark Roberge's presentation is now available to view online!

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Topics: x-as-a-service (XaaS), keynote, Technology Services World Conference

[SlideShare] Top 3 Reasons Every CEO Needs Managed Services

Posted by George Humphrey on 3/24/16 6:30 AM

Across the industry, the majority of technology companies are seeing flat or declining services revenues, causing CEOs to worry. However, there's good news in that managed services revenues are on the rise. In fact, managed services (MS) is growing faster than any other service line, with the total of MS revenues jumping from 6% of all services revenue to 24% since 2013. (Tweet this!) This has led to a huge opportunity for CEOs of technology companies that don't currently have a managed services business to begin taking advantage of this fast-growing and highly profitable revenue stream. In this SlideShare, you'll learn the top 3 reasons why technology companies looking to stay profitable in this changing industry need to invest in managed services.

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Topics: x-as-a-service (XaaS), managed services, managed XaaS

Introducing the Technology-as-a-Service Playbook

Posted by Thomas Lah on 3/15/16 7:30 AM

In our previous book, B4B, we talked about the rising popularity of cloud-based business models, and the transition technology companies are making from products to services. Now, it’s time for us to embark on the next part of this journey. As customers choose new ways to consume technology, more solutions providers are adding subscription-based technology-as-a-service (XaaS) offers into their portfolios. (Tweet this!) While the industry-wide shift to the cloud isn’t new, it’s clear that many businesses are still struggling to make their XaaS offer profitable.

In our newest book, Technology-as-a-Service Playbook: How to Grow a Profitable Subscription Business, we’re focusing on the next step in the B4B transformation by providing a game plan for technology companies to stand out in the cloud market and succeed in the future of XaaS. 

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Topics: x-as-a-service (XaaS), software-as-a-service (SaaS), Technology-as-a-Service Playbook

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