Research Report

The Impact of B4B on Managed Services

The overarching premise of TSIA’s latest book, B4B: How Technology and Big Data Are Reinventing the Customer-Supplier Relationship, is quite simple: The operating models of technology providers are about to be revolutionized. 

This report looks at the impact of B4B (business forbusiness) on managed services organizations and the critical capabilities MS executives should focus on establishing or improving to remain competitive in this new environment, specifically:

  • Understanding the business outcomes your customers want to achieve by leveraging a managed service provider
  • Establishing a viable and credible financial strategy for a managed services business
  • Establishing outcome-based SLAs

TSIA’s evolution of the B4B model has helped validate and drive [our] vision of maximizing lifetime value of our client’s customers by highlighting the benefits of outcome-based, Level 4 relationships that achieve significant business impact.

Ratul Sengupta, VP, Client Engagement, Sutherland Global Services

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