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 spring's TSIA Pulse webinars, in case you missed them! 

Managed Services

"How to Sell Managed Services Successfully"
Presented by George Humphrey, Vice President of Research, TSIA

As more companies begin to leverage managed services (MS) in their transition to a more outcome-based business model, developing the right sales strategy is at top of mind. However, due to longer sales cycles, higher cost of sales, and higher risk/reward opportunities, selling managed services is quite different than selling any other kind of service.

While it’s tempting to leverage your existing technology sales team to sell managed services, the reality is that they require two entirely different sales methods and skill sets. But which model is right for your organization? In this 30-minute webinar, you'll learn about the most common models for selling managed services, the skills your sales team will need to develop, and tips for developing a successful managed services business.

Professional Services

"How to Optimize Professional Services for XaaS"
Presented by Bo Di Muccio, Ph.D., Vice President of Research, TSIA

Most maturing professional services organizations (PSOs) get to the point where they understand the need for a formal services engineering or offer development capability. Over the years, some fairly clear best practices have emerged around creating professional services (PS) offers for traditional tech products. But the industry transformation toward technology-as-as-service (XaaS) is both putting pressure on traditional offer development approaches, it is also opening up new opportunities to engineer, commercialize, and deliver entirely new kinds of service offerings.

Join TSIA’s VP of Professional Services Research, Bo Di Muccio, as he presents a new TSIA outcome chain that explains the key components of optimizing PS offer development for technology as a service.

Service Revenue Generation

"Engaged Customers That Spend More Money!"
Presented by Julia Stegman, Vice President of Research, TSIA

In the second installment of this two-part webinar series, Julia Stegman, TSIA's VP of Service Revenue Generation Research, continues her discussion of offering free vs. fee-based adoption services with real-world case study examples from Salesforce and Amazon Web Services. She explores the win-win strategies and difficult decisions made by pacesetter companies, such as determining which offers should be free, achieving scalability through automation, differentiation between your basic and premium offers, and how you can establish the right mix of support and adoption services.

Be sure to watch part one of this webinar series On-Demand, "Adoption Services that Drive the Win-Win."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 spring's TSIA Pulse webinars, in case you missed them! 

Managed Services

"How to Sell Managed Services Successfully"
Presented by George Humphrey, Vice President of Research, TSIA

As more companies begin to leverage managed services (MS) in their transition to a more outcome-based business model, developing the right sales strategy is at top of mind. However, due to longer sales cycles, higher cost of sales, and higher risk/reward opportunities, selling managed services is quite different than selling any other kind of service.

While it’s tempting to leverage your existing technology sales team to sell managed services, the reality is that they require two entirely different sales methods and skill sets. But which model is right for your organization? In this 30-minute webinar, you'll learn about the most common models for selling managed services, the skills your sales team will need to develop, and tips for developing a successful managed services business.

Professional Services

"How to Optimize Professional Services for XaaS"
Presented by Bo Di Muccio, Ph.D., Vice President of Research, TSIA

Most maturing professional services organizations (PSOs) get to the point where they understand the need for a formal services engineering or offer development capability. Over the years, some fairly clear best practices have emerged around creating professional services (PS) offers for traditional tech products. But the industry transformation toward technology-as-as-service (XaaS) is both putting pressure on traditional offer development approaches, it is also opening up new opportunities to engineer, commercialize, and deliver entirely new kinds of service offerings.

Join TSIA’s VP of Professional Services Research, Bo Di Muccio, as he presents a new TSIA outcome chain that explains the key components of optimizing PS offer development for technology as a service.

Service Revenue Generation

"Engaged Customers That Spend More Money!"
Presented by Julia Stegman, Vice President of Research, TSIA

In the second installment of this two-part webinar series, Julia Stegman, TSIA's VP of Service Revenue Generation Research, continues her discussion of offering free vs. fee-based adoption services with real-world case study examples from Salesforce and Amazon Web Services. She explores the win-win strategies and difficult decisions made by pacesetter companies, such as determining which offers should be free, achieving scalability through automation, differentiation between your basic and premium offers, and how you can establish the right mix of support and adoption services.

Be sure to watch part one of this webinar series On-Demand, "Adoption Services that Drive the Win-Win."

 

free versus fee based offers  

(Click image to enlarge.)
TSIA's recommendations for a well-balanced adoption services portfolio that includes a mix of free and fee-based offers.

Support Services

"Support Services Compensation Trends and Best Practices"
Presented by Judith Platz, Vice President of Research, TSIA

TSIA has benchmarked hundreds of support organizations to gain insight into how these companies operate and which practices impact performance and operational excellence. TSIA's recently completed Support Services Compensation study gave us a comprehensive view of overall support services labor cost and best practices, and the results illustrate the correlation and impacts on KPIs and core business results. 

In this 30-minute webinar, Judith Platz, TSIA’s VP of research, Customer Success and Support Services, will talk about the latest support compensation trends, common compensation practices, incentive compensation, and more based on the results of this study.

TSIA's New Book: Technology-as-a-Service Playbook

"TSIA Book Preview: Technology-as-a-Service Playbook"
Presented by Thomas Lah, Executive Director, TSIA

While the tech industry has long been characterized by change, the transformation being driven by the cloud is amongst the most disruptive we have seen. There is little debate about the benefits of the technology-as-a-service (XaaS) model for customers. Equally, there are many compelling aspects of XaaS for cloud solution providers, yet after more than a decade, most XaaS companies have yet to combine the many benefits of the cloud with a profitable business model.

At TSIA, we believe that a blueprint for how to build a sustainably profitable technology-as-as-service business is emerging. We've captured these ideas in a new book, Technology-as-a-Service Playbook: How to Grow a Profitable Subscription Business, to help technology companies navigate the impact of the cloud and position themselves to achieve both growth and profits.

Buy the Technology-as-a-Service Playbook Ebook Here

In this webinar, TSIA's executive director and co-author of the book, Thomas Lah, shares key concept from this groundbreaking new book, including:

  • How profit horizon expectations impact XaaS offer strategy
  • The iron triangle of XaaS offer strategy:
    • What is the offer Portfolio and Pricing model?
    • What is the Customer Engagement Model that we will use to sell and deliver this offer?
    • What are the Financial Keys that will allow us to make money with this offer?
  • Summary of key plays management teams can run as they navigate the cloud economy

Register for Our Upcoming TSIA Pulse Webinars

We also have some upcoming TSIA Pulse webinars in the areas of education services and field services, so be sure to register! Here's what you can look forward to.

Education Services

"Leveraging Certification Best Practices to Drive Adoption"
Presented by Maria Manning-Chapman, Vice President of Research, TSIA
Fri, June 3, 2016 8:00 AM PDT

Assessing competency has always been a key factor in the education process, and as Education Services (ES) organizations continue to explore ways to promote adoption, certification becomes an obvious choice. It facilitates effective adoption by assessing skills, competencies, and knowledge related to a particular role and product. 

Join TSIA's Maria Manning-Chapman to learn what you need to do to make your company's certification program the best of the best and how to leverage it to drive adoption. This webinar will cover: 

• Certification best practices
• Leveraging those best practices to drive adoption
• How to use a TSIA outcome chain to improve your ES organization’s certification program

Register here to join us for this 30-minute session on Friday, June 3 at 8:00 AM PDT.

Field Services

"Best Practices for Reducing On-Site Incident Costs"
Presented by Vele Galovski, Vice President of Research, TSIA
Fri, June 10, 2016 8:00 AM PDT

With the advent of smart, connected products that can generate automated service requests for a customer-replaceable unit as part of an advanced exchange program, the face of field service may change. However, hardware companies will always have a need for a field service engineer to go on-site at a customer’s location. 

Join TSIA's Vele Galovski as he shares TSIA insights on how to effectively manage this important service delivery channel and provides pacesetter practices to reduce the cost per on-site incident.

He'll also cover:

•    The importance of managing this service delivery channel
•    What makes up on-site incident costs
•    The technology, roles, and practices that drive improvements

You will also get an advanced look at a new field services TSIA outcome chain: Reducing On-Site Incident Costs.

Register today and join us on Friday, June 10 at 8:00 AM PDT.

 

Want More Webinars on Your Service Discipline?

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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