Research Report

The Impact of B4B on Service Revenue Generation

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 for business) on service revenue generation and the critical capabilities service sales and marketing leaders should focus on establishing or improving to remain competitive in this new environment, specifically:

  • Connecting service offers to business value for the customer
  • Establishing customer engagement models to drive account expansion
  • Evaluating whom you are selling to
 
 

Authored By:

Julia Stegman

VP Research, Service Revenue Generation, TSIA

Publish Date: October 20, 2013

 

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, Worldwide, Infor Digital Sales, Infor

Experience Our Community

Our thriving community of 35,000 technology and services leaders rely on TSIA insights every day.