At TSIA, we are dedicated to helping technology services organizations of all sizes stay on top of the latest best practices for growing and advancing their business. Our 30-minute TSIA Pulse webinars are a great way to hear directly from our research team about how emerging industry trends are affecting their respective service discipline, and what you can do to stay current. Here’s a recap of this fall’s TSIA Pulse webinars, in case you missed them! 

Customer Success and Support

“The Customer Success Journey: Benchmarking and Monitoring”  
Presented by Judith Platz, Vice President of Research, and Thomas Lah, Executive Director, TSIA

In the second part of this two-part webinar series, you’ll learn best practices in customer success benchmarking and monitoring. This webinar goes over the key KPIs for customer success benchmarking, consumption analytics and monitoring trends, as well as the impact of customer success on the customer engagement life cycle. In case you missed it, be sure to catch up on part 1 in this series, “On-boarding and Adoption.”

Education Services

“Pricing Strategy: The Free-to-Fee Continuum”
Presented by Maria Manning-Chapman, Vice President of Research, TSIA

There may be times when no price is the best price, but a strategy must be put in place in order for this model to be successful. More and more frequently, Education Services (ES) organizations are grappling with the free-to-fee continuum. In this webinar, you’ll learn the difference between a free offer and giving away training for free, as well as how free offers can help your education business.

Expand Selling

“Building the Framework for Optimized Expand Selling”
Presented by Mark Middlekamp, Vice President of Research, TSIA 

Expand selling is the formal, structured set of capabilities needed before companies can achieve accelerated revenue growth with their existing customers, but what does a successful framework for these capabilities look like? Learn about the four areas within your organization that will need transformation, as well as the frameworks TSIA has built to help technology companies build and deploy their expand selling capabilities. 

land selling model  

(Click image to enlarge.)
A framework that shows how sales and marketing are responsible for the "Land" selling portion of the customer engagement lifecycle.

Field Services

“Six Unusual Questions Answered: Field Services Benchmarking”
Presented by Vele Galovski, Vice President of Research, TSIA

TSIA’s comprehensive benchmark studies for field services uncover the key results, operational metrics, and practices that enable companies to resolve their field services business challenges and drive business transformation. What many companies may not be aware of are some of the lesser-known, more practical uses of TSIA benchmarking.

In this 30-minute webinar, Vele Galovski will draw on his experience of driving breakthrough performance in companies large and small to answer some rather unique questions surrounding the proper use of benchmarking.

Managed Services

“Growing Managed Services”
Presented by George Humphrey, Senior Director of Research, TSIA

TSIA has benchmarked dozens of managed service providers in order to gain insight into how these companies operate and which practices affect KPIs and core results. Based on the data received from these studies, it’s clear that Managed Services (MS) continues to be one of the fastest growing segments of the entire technology industry, and organizational structure and compensation plays a part in how managed services providers drive growth. In this webinar, George Humphrey will discuss how this growth is affecting portfolio redistribution, key revenue trends, the sales and client governance models most commonly used, as well as how these resources are being compensated.

Professional Services

“Market Rates: How Competitive is Your Pricing Strategy?”
Presented by Bo Di Muccio, Ph.D., Vice President of Research, TSIA

Pricing your professional services is a challenging task. To impact your company’s bottom line, you need to be competitive while also making sure you’re not giving your services away for free. So how do you determine what to set your pricing at so it holds up in the market place?

In this webinar, Bo Di Muccio recaps data from TSIA’s most recent Market Rates study that answers key questions about target/planned hourly prices (list rates), as-sold hourly prices most PS organizations are achieving, and pricing practices, including discounting strategies. 

professional services market rates study  

(Click image to enlarge.)
How TSIA collects and uses data to answer top questions about market rates and pricing strategies for professional services.

Service Revenue Generation

“Measuring the Health of XaaS Subscription Renewals”
Presented by Julia Stegman, Vice President of Research, TSIA

Is it clear to your company how to measure the health of your XaaS subscription renewals? How effective are your metrics with predicting recurring revenue growth rates? This webinar uncovers the four metrics that will either increase or decrease total revenue available for renewal, the core metrics used to track the impact of fee-based offers on recurring revenue growth, and more!

Want More Webinars on Your Area of Interest?

Be sure to check out our complete list of on-demand webinars, which also feature guest speakers from some of the world’s leading technology solutions providers. Want to be notified of upcoming sessions? Sign up for our mailing list and select your areas of interest to receive advanced notice of all of TSIA’s upcoming webinars.

 
 
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Nicole Dornsife

About Author Nicole Dornsife

Nicole Dornsife is the senior content manager for TSIA. She has over 10 years of experience writing for the software and SaaS industries, and joined TSIA in 2014. She manages the TSIA blog and regularly collaborates with TSIA's research team and partner companies to publish their insights on the latest news in the technology and services industry. She also provides editorial support for Technology & Services World conferences. Nicole may be reached at nicole.dornsife@tsia.com.

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