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XaaS simply refers to “anything-as-a-service,” such as software-as-a-service (SaaS) or device-as-a-service (DaaS), where products and services can be purchased in a subscription-based “pay as you go” model. The advent of digital transformation, where more people are turning to digital technology to solve traditional problems, is only increasing customer demand for as-a-service offers.
If you’re looking to keep up with customer demands while growing profitability, TSIA recommends embracing XaaS business model transformation with subscription offers that are anchored on helping customers achieve specific business outcomes. When supported by a customer engagement model that cost-effectively drives the adoption, expansion, and renewal of customer contracts, you can make the shift towards including subscription offers as part of your broader portfolio.
No matter what kind of technology or services business you work for, your world is changing. The way in which you will grow your revenues in the next 3-5 years will not be the same as you have done for the last 30 years. Are you prepared to adapt your business as you know it so that you can continue giving your customers what they want?
Your portfolio revenue streams and your P&Ls are changing faster than you realize. In this clip, George Humphrey, TSIA’s Vice President and Managing Director, Service and Delivery Optimization, shares TSIA’s definition of managed XaaS, and talks about how it’s becoming the largest revenue stream for companies in the technology industry.
Regardless of what type of company you are, more and more of your revenue is going to start coming as-a-service offers. In this clip, TSIA’s Executive Director and Executive Vice President, Thomas Lah, shares data from the TSIA Organization Structure Survey on what percent of revenue is now coming from as-a-service.
As an industry, we must solve for sustainable, profitable revenue growth. In this clip, Laura Fay, TSIA’s Vice President and Managing Director, Offers Research and Advisory, talks about revenue growth from a product management perspective.
XaaS transformation requires technology firms to move from solution to outcome selling. In this clip, TSIA’s VP and Managing Director, Revenue Research & Advisory, Steve Frost, explains the concepts of outcome and value selling and their value for sales teams in a truly as-a-service sales model.
My entire team loves to engage with TSIA simply because they have so much rich information combined with data that gives us clarity on where we need to go.
Dilip Kumar, EVP, Services Transformation, NTT
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.