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’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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