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Home > Research Practice
Offering Management
PRODUCT & SERVICES PORTFOLIO SUCCESS
Deep industry insights to create compelling service and product offerings, converge portfolios, optimize pricing, and orchestrate cross-functional success.
Portfolio Governance & Lifecycle Management
Market Analysis & Offer Fit
Value Proposition Differentiation
Tangible Value with Data & Analytics
Tangible Value with Data & Analytics
Customer Success & Managed Services Monetization
The State of B2B Product Management 2023
Optimizing Revenue Growth across the Customer Life Cycle
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The State of Service Offer Management 2023
Optimizing Revenue Growth across the Customer Life Cycle
Get the Research Report
Join an Exclusive Community of Product and Service Offerings Leaders
Executives focused on profitable revenue growth via compelling offers and integrated portfolios.
The Pillars of Offering Management
Portfolio Governance &
Lifecycle Management
Improve your Offering Management process and roles through strategic alignment and cross-functional handshakes.
Market Analysis & Offer Fit
Rationalize your portfolio using segmentation strategies and offer/market fit analysis.
Value Proposition Differentiation
Establish value realization categories by identifying attributes of compelling offerings and emerging high-value
services.
Tangible Value with Data & Analytics
Leverage consumption analytics to deliver tangible value and engineer customers outcomes.
Customer Success & Managed Services Monetization
Grow profitably by converging new and existing service offerings while monetizing services.
Top Business Challenges We’re Solving for Product and
Service Offering Leaders:
- Offering Lifecycle Management
- Measuring Offering Performance
- Offering Management Organizational Design
- Market Discovery for Offering Success
- Offering Pricing Strategies
- Harmonizing the Offering Portfolio
- Creating Viable XaaS Offerings
- Converging Service Portfolios
- Monetizing Customer Success Offeringss
- Product Management and Customer Success Alliance
It is time to create value by harmonizing
the Offer Portfolio
TSIA Offering Management empowers the growing community
of product and service offer leaders who are focused on profitable revenue growth based on
compelling offers and integrated portfolios.
"Be part of
the community that gives Product and Service Offering Leaders the opportunity to interact
with peers facing similar challenges and provides industry-validated data, insights, and
guidance on how to achieve their goals."
Offering Leader Priorities
Never More Important than Now
Helping Offering Leaders Understand...
WHERE TO CUT BACK
To reduce only the operating costs that don’t cut
into the productivity or efficiency of profitable revenue generation.
Eliminate Confusion and Complexity
- Eliminate portfolio confusion by rationalizing your end-to-end service portfolio and reducing
redundancy across service offers.
Eliminate Ineffective Practices
- Identify inefficient service offer realization and lifecycle practices while optimizing offers for
simplicity and scalability.
Minimum Viable Experiences
- Define minimum viable experiences for customers to ensure offers aren’t over-engineered and
delivering value that has not been monetized.
- Ensure a consistent approach across the entire portfolio.
WHERE TO FIND NEW REVENUE
To focus more on the places where revenue CAN be grown
in this economy.
Optimize Portfolios for the Customer
Lifecycle
- Establish offer portfolios that deliver value across the entire customer lifecycle
- Create portfolios of service offers that continually build on incremental layers of value.
Maximize Expansion and Upsell
Opportunities
- Target existing customer base of support customers for expansion and upsell opportunities.
-
Migrate support clients to managed services
-
Migrate managed clients to XaaS offers
-
Consult, design, and transform legacy environments
Outcome-based Customer Engagement
- Leverage offer data and analytics to ensure sales is not underselling at the point of sale.
Reinforce with data-driven insights on how premium offers influence the customer’s business
results
Research
The State of B2B Product Management 2023
Product management teams are under increased pressure to select and execute strategies and practices that put the business on a profitable growth trajectory.
“The State of B2B Product Management" is an annual report documenting current trends impacting technology product management when designing for B2B XaaS business models.
The report highlights trends and predictions, including the impact on:
- Product-led growth
- Outcome-aligned value propositions
- Outcome-aligned pricing
- Product management–customer success operational maturity
- The XaaS product life-cycle management process
- Other research-backed capabilities that impact XaaS success
Authored By:
- Laura Fay, VP and Managing Director, Products and Offers Research and Advisory
Get the Report
Research
The State of Service Offer Management 2023
Optimizing Revenue Growth across the Customer Life Cycle
The pandemic forced many to accelerate investment in digital transformation, driving a rise in total revenues near levels not seen since 2008 and a continuing shift from technology product revenue toward service revenue.
The present economic environment has raised the stakes, with investment funds more precious and a strong focus on profitability.
The role of service offer leaders in this ongoing industry transformation has never been more critical; winners in this market will evolve their service offer management capabilities to rise to these challenges.
This “The State of Service Offer Management” report covers the following topics:
- Business trends.
- Top challenges facing service offer leaders in 2022.
- Service offer management trends and recommended practices for 2023.
- Resources to accelerate your service portfolio transformation.
Authored By:
- Hal Stanley, Vice President, Offering Management Research and Advisory
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Conference
Attend a TSIA Conference to Expand Your Network & Get Exclusive TSIA Data
TSIA conferences are designed to help you create your revenue strategy and give you the tools you need to implement it. Learn about the most important topics facing the technology industry and find out how other leading companies are meeting their challenges. In addition to dynamic speakers and critical insights, you’ll have a chance to meet with other executives who are focused on revenue growth and efficiency through the entire customer lifecycle.
Learn More
Team
Meet Our Research Executive
Hal Stanley
VP & Managing Director, Revenue Research and Advisory
Hal Stanley is the vice president of offering management research and
advisory for TSIA. In this role, Hal is responsible for the research agenda that informs his engagement
with member companies offering them best practices and data-influenced research for creating compelling
service offers.
Join a community of like-minded executives focused on profitable revenue growth based on compelling offers and integrated portfolios.
- Meaningful connections with other product and service leaders
- TSIA Offering Management Benchmark with customized readout and recommendations.
- The world’s most complete body of research on the customer lifecycle, empowering product and service offer leaders to holistically manage offerings.
- Access to TSIA researchers, including subject matter experts on service and product offerings and product/customer success collaboration.
- Ability to influence TSIA research on new and emerging critical topics and industry trends.