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Thomas Lah

Executive Director and Executive VP

Thomas Lah is the executive director and executive vice president of the Technology & Services Industry Association (TSIA), the leading association for today's technology and services organizations. He is the author of many popular books on trends affecting the tech industry, his latest being Technology-as-a-Service Playbook: How to Grow a Profitable Subscription Business. For over 20 years, he has been helping some of the world's largest technology companies improve the efficiency of their daily operations.

Top Executive Advisory Engagements

  • Navigating Hazy Horizons
  • COVID-19 Impacts on Technology Business Models
  • The Playbook for Profitable XaaS
  • As-A-Service Transformation and Alignment
  • Changing Value Propositions for XaaS
  • Journey to LAER Efficiency
  • Outcome Engineering: Scale Customer Value Delivery
  • XaaS Financial Models: The Business of the Cloud
  • Sales & Service Blur: Unlock New Customer Revenue
  • XaaS Pricing Models: Success of Premium Offers
  • The Next Gen Portfolio: Innovate Offer Development
  • LAER Coverage Model: Rethinking Sales and Service

Thomas Lah Talks About Industry Trends

Research and Webinars

Check out the most recent resources published by Thomas.

April 21

Technology & Services 50 Q1 2021

We'll review tech company revenue and profit trends for the most recent quarter and discuss key industry trends.

Research Report

Compare and Contrast: Account Plans to Customer Success Plans

This paper looks at differences between Sales Account Plans and Customer Success Plans.

Research Report

Engineering Customer Outcomes

This paper examines the gap between the hype of outcome engineering and current reality, and how to overcome it.

Research Report

Your Mess for More

Topics highly relevant to any technology provider that has a majority of their technology still running on premise within the customer’s environment.


Technology Services 50 Q4 2020

We’ll review tech company revenue and profit trends for the most recent quarter and discuss key industry trends.

Research Report

The Three Cs of XaaS Profitability

This report covers how to crack the code on XaaS profitability.

Research Report

The Alchemy of Compelling XaaS Offers

Mastering compelling XaaS offers to drive customer value realization, revenue growth, and business scale.

Research Report

A Primer for Outcome Engineering

This research report provides a framework TSIA members can use to move the concept of outcome engineering forward in their companies.

Research Report

From Technology as an Asset to Technology as a Service

This paper provides a framework to understand where your company is in the journey to transitioning to a subscription-based business model.

Research Report

2020 Organizational Structure Survey Results

Summary results from the TSIA 2019 Organizational Structure Survey.

Research Report

Compare and Contrast: Sales Account Manager to Customer Success Manager

This paper looks at differences between SAMs and CSMs and outlines the 7 mistakes management teams make when segmenting responsibilities between them.


Technology Services 50 Q3 2020

We’ll review the impact of the pandemic on key financial indicators and analyze data to provide insight into challenges tech providers are facing.