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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.
The TSIA research team is tracking an inventory of critical indicators across five categories:
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.
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.
With today’s business landscape in mind, TSIA created a new virtual experience: TSIA Interact, October 20-22. This event is specially designed for quickly evolving technology Services, Sales and Channel Optimization, and Product teams. And, it is the only virtual experience where leaders from across the technology and services industry will share insight and guidance for an ever-changing world.
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.
TSIA wrote this playbook to provide technology solution providers with a resource to help them navigate a global pandemic.
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.
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.
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
TSIA Exchange: A forum to navigate a pandemic together
The Technology & Services Industry Association (TSIA) is dedicated to helping technology and services organizations large and small grow and advance in the technology industry. Find out how you can achieve success, too. Call us at (858) 674-5491 or we can call you.