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Conference Presentation

Keynote | You Want the Truth? Can You Handle the Truth?

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One of the most common questions TSIA receives today is related to organizing for XaaS success:

      How do companies incubate and mature capabilities required to support new business models that are more contractual and less       transactional?  

In response to this question, TSIA has delivered research papers and keynotes outlining how to organize for XaaS success. (Examples include Organizing for Recurring Revenues  ( and Optimizing Organizational Capabilities for XaaS ( However, technology providers struggle with the answers found in the TSIA research data. Companies are resistant to making the changes recommended by the research data—because they are hard changes to make.

 In this keynote session, TSIA Executive Director Thomas Lah will interview Ciena executive Rick Hamilton. Ciena is a networking solutions provider that was established as a traditional hardware company back in 1992. However, Ciena now needs to support innovative software and service models. To accelerate this capability, Ciena created an entirely owned subsidiary called Blue Planet. Rick leads this new endeavor. In the interview, Thomas will ask Rick the following questions:

How is the Blue Planet division structured within Ciena?

Why did Ciena create an entirely new structure to support the software and service business models?

What factors motivated the executive team to make the tough decisions required to make this move?

How does Blue Plant and Ciena coordinate their go to market motions?

As leader of this new subsidiary, what are the greatest challenges you have faced?

 If your company is struggling to scale new offers and new business models, this is a must-see keynote.


Presented By:

Thomas Lah

Executive Director, TSIA

Rick Hamilton

SVP & GM, Blue Planet, Ciena

Publish Date: May 7, 2019

TSIA is well worth the investment. This is the one place where you can come and get a fusion of ideas that you can then marry up to the goals and objectives of your organization and boil that down into several actionable plans that you can implement over the next 6 months to a year.

Peg Rodarmel, SVP, Subscription Services, Infor

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