Research Report

The Impact of B4B on Professional 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. Why? Two trends— commoditization and new consumption models—are dismantling the historic economic engines of most technology companies.

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

  • New offer development
  • Adoption playbook
  • Business domain expertise

Authored By:

Bo Di Muccio

VP Research, Professional Services, TSIA

Publish Date: October 20, 2013

TSIA’s evolution of the B4B model has helped validate and drive Sutherland Global Services’ 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, Vice President, Client Engagement, Sutherland Global Services

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