Research Report

The Supplier-Led Sales Model

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As the drumbeat for technology providers to deliver business outcomes grows louder, the challenge to deliver on that promise is not easy. To assist in that journey, technology companies will need to pursue a "supplier-led sales model."

This paper covers the following topics:

  • High C (highly custom) versus High P (highly productized) business models.
  • Drivers for High C business models.
  • Proven practices for enabling High P business models.
  • The supplier-led sales model.
  • Emerging success tactics for a supplier-led sales model.

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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