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TSIA is Committed to Helping Your Company Navigate the Road Ahead

With the launch of our Rapid Research Response initiative, we quickly aggregated data to provide best practices on how technology companies can effectively respond to the challenges caused by COVID-19.

As we move out of “crisis response mode” towards a new normal, it’s important to identify and align on the capabilities that will be required to remain competitive as the economy moves forward.

Rapid Research Response Resources

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Real-Time Polls
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Crisis Response
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TSIA Exchange
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TSIA Interact
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Capability Journeys
 
 
 
 

Rapid Research Response Polls

The TSIA research team is tracking an inventory of critical indicators across five categories:

  1. Crisis Response Tactics: What is the adoption rate for tactics technology companies are employing to respond to this crisis? 
  2. Financial Impact: What financial impact are technology companies experiencing right now?
  3. Employee Policies: What is the adoption rate of new employee policies technology companies are putting in place in response to COVID-19?
  4. Sales Policies: What is the adoption rate of new sales policies to accommodate the current economic environment?
  5. Remote Delivery Capabilities: What is the investment rate for capabilities required to deliver and support offers remotely?

This dashboard is updated in real-time, so check back often as it continues to change and provide more insight. You can also contribute by participating in our real-time Rapid Research Response Polls.

 

Capability Journeys

A capability journey occurs when a company is required to stand up a bundle of new organizational capabilities designed to address industry trends and/or capture market share.

Based on current industry dynamics, the TSIA research team has defined an inventory of organizational capabilities every technology provider will require to excel in a post-COVID-19 economy. Learn more.

The resources below are designed to help you navigate the capability journeys 
your organization should be on right now.

Data View

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Save the Date for TSIA Interact

TSIA Interact is specially designed for quickly evolving technology Services, Sales and Channel Optimization, and Product teams. And, it is the only event where leaders from across the technology and services industry will share insight and guidance for an ever-changing world. Save the date for TSIA Interact, April 19-21, 2021.

Learn More
 
 

Crisis Response

As we began to feel the initial impact of COVID-19, TSIA quickly aggregated a list of critical capabilities and developed resources to respond to the new business challenges that were emerging as the industry changed.

Below you’ll find a list of resources to help your organization with crisis response.

 
 
 
 
 
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The Pandemic Playbook for Technology Solution Providers

TSIA wrote this playbook to provide technology solution providers with a resource to help them navigate a global pandemic.

 

It’s a Unique Time

At TSIA, we’ve come up with an analogy of a pitstop.

COVID-19 has caused a “yellow flag” on the “economic racetrack” forcing companies to take a “pitstop.” We believe that this pitstop actually provides an opportunity for teams to bring in their “race cars” to fill up with gas, change the tires, tune the engine, etc. so that when the “green flag” goes up, they’ll be ready to win. In other words, now is a unique time for your organization to focus on adding and optimizing capabilities that you wouldn’t have time for otherwise so you can set yourself up for success.

What will you do during your pitstop? Whether it’s improving processes, creating new offers, building out XaaS capabilities, accelerating digital transformation, giving your team time to hone their skills, or whatever business challenge you’ve been meaning to attack for your organization.

 
 

Focusing on “AER”

TSIA’s LAER (Land, Adopt, Expand, Renew) customer engagement model provides a framework for how companies can grow their customers successfully. As our economy slows in the wake of the COVID-19 crisis, it’s inevitable that company revenue will also suffer. Based on several economic slowdowns TSIA has observed in the past, we can confidently say that new sales transactions (the Land phase) will be hit first. In times like these, subscription renewals become essential, which means your existing customers are your key asset.

Now more than ever, you must focus on AER and effectively drive Adoption, Expansion, and Renewals to grow your revenue. TSIA has a vault full of data, along with the expertise of our executive research team, that can provide the guidance you need to accomplish this.

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Our Community is Strong

The industry is rapidly changing, and with that, new trends and challenges are emerging.

TSIA has the largest community of services, product, and sales thought leaders and professionals from technology companies worldwide, including 80% of the Fortune 100 Tech companies. You don’t have to come up with a plan to face your business challenges alone. Take advantage of TSIA’s massive community to see what creative solutions your peers are working on to successfully navigate COVID-19.

 
 

I wanted to say how important and meaningful the updates from TSIA have been to leaders across the industry. It’s a trying time but pulling the power from the TSIA community insights and trends has been especially helpful.

Chris Holm, Director, Global Support, Ellucian

 
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