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Research Report

B4B: Chapter 1 Download


TSIA's new book, B4B (Business For Business), defines the new operating model for technology suppliers and their customers.    

In B4B, you'll discover what's required for long-term, sustainable growth and profitability in a pay-per-use world. In short, it is a fundamental rethinking of the tech supplier's role in driving customer outcomes. This requires new thinking, new organizational capabilities, and new sales models.

In B4B, you'll discover how to:

  • Embrace the new concept of Success Science to make your customers outrageously successful with your products.
  • Engage with your customers like never before through adoption and outcome services.
  • Harness the power of consumption analytics to accelerate customer success.

If your focus is on adding more features to your product…stop! Instead, concentrate on how you can help your customers achieve dramatically better business outcomes with the technology features they already have.


Authored By:

J.B. Wood

President and CEO, TSIA

Todd Hewlin

Thomas Lah

Publish Date: May 20, 2018

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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