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Thomas Lah

Executive Director and Executive VP

Thomas Lah is the executive director and executive vice president of the Technology Services Industry Association (TSIA), the leading association for today's technology and services organizations. He is the author of many popular books on trends affecting the tech industry, his latest being Technology-as-a-Service Playbook: How to Grow a Profitable Subscription Business. For over 20 years, he has been helping some of the world's largest technology companies improve the efficiency of their daily operations.

Thomas Lah

Thomas Lah Talks About Industry Trends

How TSIA Advisory Works With You

Strategic Advisory graphic

Top Executive Advisory Engagements

  • Navigating Hazy Horizons
  • COVID-19 Impacts on Technology Business Models
  • The Playbook for Profitable XaaS
  • As-A-Service Transformation and Alignment
  • Changing Value Propositions for XaaS
  • Journey to LAER Efficiency
  • Outcome Engineering: Scale Customer Value Delivery
  • XaaS Financial Models: The Business of the Cloud
  • Sales & Service Blur: Unlock New Customer Revenue
  • XaaS Pricing Models: Success of Premium Offers
  • The Next Gen Portfolio: Innovate Offer Development
  • LAER Coverage Model: Rethinking Sales and Service

Research and Webinars

Check out the most recent resources published by Thomas.

January 27

Technology Services 50 Q4 2020

We’ll review tech company revenue and profit trends for the most recent quarter and discuss key industry trends.

Research Report

The Alchemy of Compelling XaaS Offers

Mastering compelling XaaS offers to drive customer value realization, revenue growth, and business scale.

Research Report

A Primer for Outcome Engineering

This research report provides a framework TSIA members can use to move the concept of outcome engineering forward in their companies.

Research Report

From Technology as an Asset to Technology as a Service

This paper provides a framework to understand where your company is in the journey to transitioning to a subscription-based business model.

Research Report

2020 Organizational Structure Survey Results

Summary results from the TSIA 2019 Organizational Structure Survey.

Research Report

Compare and Contrast: Sales Account Manager to Customer Success Manager

This paper looks at differences between SAMs and CSMs and outlines the 7 mistakes management teams make when segmenting responsibilities between them.


Technology Services 50 Q3 2020

We’ll review the impact of the pandemic on key financial indicators and analyze data to provide insight into challenges tech providers are facing.


The TSIA Cloud 40: 2020

Join us for a data-driven presentation on how the current economy is impacting the companies with subscription-based offerings that TSIA is tracking.

Research Report

Software to SaaS GTM: What Good Looks Like

This research paper offers frameworks to help companies design an approach to address software to SaaS GTM challenges.

Research Report

Swallowing Half the Fish

A look at traditional software companies now migrating from perpetual licensing to subscription pricing for their on-premise software offers.

Research Report

Remote Employee Wellness

This paper addresses the business challenge: “How can companies improve the overall wellness of their remote employees in these stressful times?

White Papers

Migrating Customers to XaaS

Framing for how technology providers can segment their existing install base for the great migration to XaaS offers.