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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.

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 . . .


Opening Keynote | The Haves and Have Nots of the Technology Industry (sponsored

The last year has proven a great accelerator for transformational trends underway in technology industries across the economy. This acceleration . . .


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 . . .


Keynote | A Fireside Chat: Why Connecting the Customer Journey to Your Organizat

The changing demands of success for technology providers are putting significant pressure on traditional organizational structures. In this session, . . .


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.