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Service Visions



Framing Technology Professional Services



Last Build Date: Sat, 06 Jan 2018 00:46:42 +0000

 



How are tech companies tracking customer consumption?thomaslah

Mon, 24 Nov 2014 13:29:39 +0000

For the past year, TSIA has been conducting research related to how our member companies understand how their customers are actually consuming technology offers. We call this field of research “Consumption Analytics.”  This field is becoming critical as customers migrate to “technology as a service” business models where they only pay for what they actually consume. […](image)


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Digging Economic Moatsthomaslah

Sat, 08 Nov 2014 21:40:34 +0000

Dear Reader: So sorry it has been so long since I have posted on this blog. At TSIA, we have been very busy helping our members navigate through the current industry transformation related to technology business models. If you missed us at our most recent conference in Vegas last month, I am posting a link […](image)


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So you want to sell outcomes?thomaslahOutcome Types

Thu, 07 Nov 2013 19:53:18 +0000

In the book B4B, we predict that technology customers will begin pressuring technology providers to commit to outcomes.  In other words, customers will not want to pay for technology up front and hope they achieve some target outcome. Customers will want their technology providers to assure the outcome is achievable. This is not how the […](image)


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Reaction to B4Bthomaslah

Tue, 29 Oct 2013 12:24:57 +0000

In Vegas last week, over 1,000 professionals from the technology industry gathered at the Technology Services World conference where our latest book, B4B was officially released.   The overarching premise of TSIA’s latest book B4B is quite simple: The operating models of technology providers are about to be revolutionized. Why? The historical operating model of […](image)


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Outcome Based Services PortfoliothomaslahOutcome Based Services

Tue, 24 Sep 2013 15:05:50 +0000

With the release of the book B4B this October, TSIA is focused on helping technology companies. Helping these companies brace for a radical shift in their business models. A shift away from selling product assets and produce attach services to delivering business outcomes for customers. As stepping stone in this journey, TSIA is working with […](image)


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B4B has Begunthomaslah

Fri, 13 Sep 2013 11:40:34 +0000

Sorry I have been so silent lately on this blog. I have been heads down collaborating on a new book titled B4B. The historical business models of technology providers are imploding in front of our eyes–and this is why we needed to write this book. What do the new business models look like for traditional […](image)


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Scrutiny on the SaaS Business Modelthomaslah

Wed, 24 Jul 2013 12:44:57 +0000

Every since TSIA started our tracker of publicly traded cloud computing companies (The TSIA Cloud 20), I have been questioning the financial business model of SaaS companies: The SaaS Business Model Double Click on the SaaS Business Model Today, a colleague pointed me to a blog entry that also finds reasons for concern: The unprofitable SaaS […](image)


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Blown Away by Analyticsthomaslah

Sat, 06 Jul 2013 19:58:10 +0000

Back in 2005, I started an industry tracker titled “The Service 50.” Since then, TSIA has been publishing a quarterly snapshot of 50 of the largest publicly traded hardware, software, and pure-play services companies in the world. We have been examining several key financial performance indicators: Overall revenue growth. Product and service revenue growth. Product–service […](image)


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The Case for Centralized Servicesthomaslah

Mon, 10 Jun 2013 13:33:09 +0000

There is a debate that occasionally resurfaces within companies that have multiple business units: Should Professional Services be distributed within each business unit or centralized to support all the business units? There are three compelling arguments for distributing PS into each business unit: The PS capability can be customized to meet the unique needs of […](image)


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Double Click on the SaaS Business ModelthomaslahWorkdaySaaS TheorySaaS Reality

Wed, 17 Apr 2013 18:53:48 +0000

Current Wisdom Yesterday, my colleague Maria Manning Chapman forwarded me an article from Tien Tzuo, a former marketing executive at salesforce.com: Wall Street Loves Workday, but Doesn’t Understand Subscription Businesses I strongly agree with his title but vehemently disagree with the content in his article. Mr. Tzuo makes a compelling argument for why it is […](image)


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