Now More Than Ever, We’re All In This Together

We understand that the lives of our members and the world at large are being impacted by COVID-19.

Now more than ever, you need to know how to respond to the new business challenges that arise as the economy slows and the industry changes. TSIA is committed to helping you and your team navigate these uncertain and unprecedented times.

As a result, we have launched a Rapid Research Response initiative. Our objective is to quickly aggregate insights on how technology companies are effectively responding to rapidly emerging challenges and provide those insights to you, so you have the answers you need to make the decisions that matter most.

This initiative consists of the following components:

 
 
 
 

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.

 

Access TSIA Resources Related to COVID-19

Download reports and watch on-demand webinars related to COVID-19’s impact on the tech industry.

Report

The Pandemic Playbook for Technology Solution Providers

Read Now

Report

The Pandemic Playbook: Corporate Communications

Read Now

Slides

Healthcare Technology Huddle: 3/27/20

Read Now

Webinar

The State of Professional Services 2020

Watch Now

Webinar

The State of Field Services 2020

Watch Now

Report

Recurring vs. Transactional Business Models in an Economic Downturn

Read Now

Report

The Pandemic Playbook: Current Phase/Next Phase Capabilities

Read Now

Webinar

The State of XaaS Channel Optimization 2020: Optimizing for the Furture in an Uncertain World

Watch Now

Report

Building the Infrastructure for Virtual Customer Experiences

Read Now

Report

The State of Managed Services 2020: COVID-19 Disrupts Everything

Read Now
 
 
 
 
 
 
Pandemic Playbook cover

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. The content is available for immediate access, and updated versions will be published as we uncover new findings.

 
 
 
 

Join Us for TSW Live! FREE Virtual Conference

The economic disruption of 2020 has changed the state of the tech industry. Join us at our free, TSW Live! virtual conference to hear how brands like Google Cloud, Cisco Systems, and Philips Healthcare are navigating the ever-changing business landscape in the current global environment.

 

Rapid Research Response Capabilities Inventory

The TSIA research team is quickly aggregating an inventory of critical capabilities technology companies should be leveraging to effectively navigate the current environment. These capabilities are broken into the following categories:

  1. Crisis Response Capabilities: Tactics technology companies are employing to specifically respond to this crisis. 
  2. Remote Delivery Capabilities: Capabilities required to deliver and support offers remotely.
  3. Employee Management Capabilities: New capabilities to effectively manage employees in the current environment. 
  4. Sales Capabilities: New capabilities to effectively manage demand generation through a potentially significant global recession.
  5. Crisis Strategy Capabilities: Capabilities related to evaluating rapidly emerging trends and adjust strategic priorities.
 

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.

Graphic about the focus on AER of LAER
 
 

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.

 
 

If we work together, the technology industry can minimize the impact of these uncertain times, help support the global economy, and improve the quality of life of people who may be affected by it.

Thomas Lah, Executive Director and Executive Vice President, TSIA

 
Learn More