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

Education Services

"Using Data Analytics to Drive Adoption: Why it Matters"
Presented by Maria Manning-Chapman, Vice President of Research, TSIA

Learning data is the engine for transforming education services organizations from merely being training providers to being drivers of customer adoption. The collection and application of learning data enables education organizations to effectively move customers through the adoption lifecycle. In this session, Maria goes over the good news and bad news regarding data collection and analysis practices for education services organizations.

Expand Selling

"Developing Financial Metrics for Expand Selling Success"
Presented by Mark Middlekamp, Vice President of Research, TSIA

More and more technology companies are pursuing expand selling initiatives to accelerate revenue growth with their existing customers. However, TSIA has observed that most companies do not yet have financial metrics in place to know what success looks like.Join Mark as he shares TSIA’s perspective on financial metrics for expand selling, and how companies can approach this critical element of the expand selling framework.

sales and marketing spending  

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For traditional software companies, increasing sales and marketing spending doesn't always guarantee revenue growth.

Field Services

"How to Deliver Breakthrough Results with Outcome Engineering"
Presented by Vele Galovski, Vice President of Research, TSIA

The ability to deliver breakthrough results today while building organizational capabilities required to succeed in the future is the goal of every field service organization. TSIA has developed a process called Outcome Engineering with the aim of helping both members and customers consistently achieve targeted business outcomes by:

  • Identifying the financial impact of improving the SBC and the KPIs that predict success
  • Proven practices that drive KPI improvement and the roles and technology platforms necessary for success
  • The inherent capabilities required to achieve the outcome and guarantee success into the future

Knowledge Management

"Redefining KM: Merging Knowledge, Content, and Collaboration"
Presented by John Ragsdale, Vice President of Research, TSIA

With the close of TSIA's third annual knowledge management survey, John Ragsdale will be revealing the results that span various service disciplines and show that knowledge management (KM) is quickly becoming an enterprise-wide interest. Listen in as John goes into detail about the potential of knowledge management, "best of breed" KM platforms that use analytics, and the current state of knowledge sharing culture

Managed Services

"Compensation for Managed Services Sales"
Presented by George Humphrey, Senior Director of Research, TSIAAssembling a sales model for managed services (MS) with the proper resources is challenging enough, but once you build the right sales organization structure, how do you pay them? Historically, there has been a vacuum of objective, fact-based data on this topic. As a result, TSIA recently completed a study on managed services sales compensation, a first of its kind in the industry. In this 30-minute session, George will share a summary of the findings from the MS sales compensation study and answer questions that many MS and sales executives struggle with when considering compensation models for the sale of managed services.

new managed services sales  

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A snapshot of compensation for net new sales of managed services by primary sales roles.

Professional Services

"Optimizing Professional Services for LAER"
Presented by Bo Di Muccio, Ph.D., Vice President of Research, TSIA

As technology companies seek to become more outcome-oriented, they are learning that services is becoming more and more essential across the Land, Adopt, Expand, Renew (LAER) spectrum. In response to this shift, professional services organizations find themselves able to take the lead in LAER activities, resulting in increased service revenue growth and overall company growth.

This insightful webinar answers the following questions to help you optimize your PS organization:

  • In what ways are PS organizations already well positioned for this shift?
  • What do PS organizations need to do to gear up to be essential LAER players?
  • How can PS organizations effectively lead LAER activities to increase service revenue and company growth?

Service Revenue Generation

"Adoption Services that Drive the Win-Win"
Presented by Julia Stegman, Vice President of Research, TSIA

One way to secure a win-win with your customers is to offer, and monetize, adoption services. Customers win by gaining access to your company’s resources and realizing their potential faster, and your company wins by growing incremental recurring revenues.

But where do you draw the line between free and fee-based services?

In part one of this webinar series, Julia will discuss the industry trends with offers in cloud models, including:

  • How adoption services are packaged and bundled
  • How adoption services can make a premium support offer more compelling
  • Where support services end and adoption services begin

Want More Webinars in 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 former 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 managed the TSIA blog and regularly collaborated with TSIA's research team and partner companies to publish their insights on the latest news in the technology and services industry. She also provided editorial support for TSIA’s conferences.

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