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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 is a sought-after industry speaker on the topics of optimizing technology service businesses within product companies, business outcome engineering, customer success funding models, X-as-a-Service (XaaS) financial models, the art of helping customers successfully adopt technology, and the latest market trends impacting technology organizations worldwide. Since 2002, Thomas has also taught an MBA class at The Ohio State University Fisher College of Business titled “Building Professional Services,” which is based on his writings.
The list of books Thomas has authored include: Building Professional Services: The Sirens’ Song (2002), Mastering Professional Services (2005), Bridging the Services Chasm (2009), Consumption Economics: The New Rules of Tech (2011), B4B: How Technology and Big Data Are Reinventing the Customer-Supplier Relationship (2013), and Technology-as-a-Service Playbook: How to Grow a Profitable Subscription Business (2016).
Thomas frequently writes about these topics on the TSIA blog: customer adoption, B4B, customer outcomes, outcome engineering, X-as-a-Service (XaaS).
Technology Services 50 Q4 2020
We’ll review tech company revenue and profit trends for the most recent quarter and discuss key industry trends.
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The Alchemy of Compelling XaaS Offers
Mastering compelling XaaS offers to drive customer value realization, revenue growth, and business scale.
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.
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.
2020 Organizational Structure Survey Results
Summary results from the TSIA 2019 Organizational Structure Survey.
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.
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.
Swallowing Half the Fish
A look at traditional software companies now migrating from perpetual licensing to subscription pricing for their on-premise software offers.
Remote Employee Wellness
This paper addresses the business challenge: “How can companies improve the overall wellness of their remote employees in these stressful times?
Migrating Customers to XaaS
Framing for how technology providers can segment their existing install base for the great migration to XaaS offers.
The Technology & Services Industry Association (TSIA) is dedicated to helping technology and services organizations large and small grow and advance in the technology industry. Find out how you can achieve success, too. Call us at (858) 674-5491 or we can call you.