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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. Thomas is also the host of TSIA’s podcast, TECHtonic: Trends in Technology and Services. 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

Research and Webinars

Check out the most recent resources published by Thomas.


Technology Industry Quarterly Review Q4 2021

Join us for a review of technology industry financial trends and get insights into what's driving growth and profitability in business models today.


Closing Keynote: Personal XaaS Transformation

As the technology industry migrates more revenue to XaaS offers, there is a widening gap between technology providers that are thriving in the new . . .


Technology Services 50 and Cloud 40 Q3 2021

Join us for a review of technology industry financial trends and get insights into what’s driving growth and profitability in business models today.


Panel | Eight Great Attributes of Compelling XaaS Offers

In the paper The Alchemy of Compelling XaaS Offers, TSIA documents specific attributes that make XaaS offers so attractive to customers and to the . . .

Research Report

Hard Denial

The journey that technology companies with on-premise, disconnected offers need to make to become more competitive in today’s marketplace.


Technology Services 50 Q2 2021

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

Research Report

2021 Organizational Structure Survey Results

Summary results from the TSIA Organizational Structure Survey.

Research Report

Should We Charge for This?

This report focuses on the four options for funding a service capability within a product company.

Research Report

The Role of Sales in the XaaS Transformation

This paper examines the role sales organizations play in the XaaS transformation.

Research Report

TSIA Adoption Framework

This TSIA report looks at a comprehensive framework companies can use to drive initiatives designed to improve the adoption of XaaS offers.


Closing Keynote | Engineering Customer Outcomes: Closing the Hype-Reality Gap (s

Technology providers are sprinting, not walking, to the promise of delivering tangible business outcomes to their customers. To understand the market . . .


Keynote | Fireside Chat: What Does Adoption Aptitude Look Like?

One of the new attributes of success for technology providers is “adoption aptitude.” In this session, Thomas Lah, the Executive Director of TSIA . . .