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TSIA is a research and advisory firm that helps technology companies of all sizes achieve profitable growth by optimizing their services and XaaS businesses. The company collects detailed operational and financial data—both public and non-public—from hundreds of leading tech companies to help its members assess their performance and quickly implement proven best practices to achieve their desired business outcomes. They’re unique in that they have the largest vault of data-driven insight on technology services and XaaS the industry has to offer. Below is our interview with J.B. Wood, president and CEO of Technology Services Industry Association (TSIA):
Q: Who are the primary clients of TSIA?
A: Our growing community of over 35,000 technology and services leaders includes companies of all sizes, from Fortune 100 to SMB technology companies. The industries we serve include enterprise IT, cloud computing companies, healthcare technology, industrial equipment manufacturers, and more. In short, if your operation has a technology component, TSIA has the tools you need to help you reach new levels of services success and profitability faster than ever before.
Q: Tell us something about strategic services?
A: TSIA Strategic Services were designed to help our member companies achieve their desired business outcomes even faster by directly engaging our team of research experts. Through Speaking, Workshops, Advisory Sprints, and Capabilities Assessments, participants in this program can better educate and align their team, get focused advisory, and receive a customized plan of action for business transformation.
Whereas Speaking and Workshops are designed to deliver expert advice and best practices, TSIA’s Advisory Sprints and Capabilities Assessments offer a unique way to practically apply these learnings. Advisory Sprints are a customized plan of action to achieving a specific business outcome. Over the course of a two-month journey, participants will receive the focused speaking engagements, workshops, and advisory they need to help them meet their goal. Capabilities Assessments allow companies to compare themselves to industry pacesetters and learn the steps they’ll need to take to bring their organization to new levels of excellence.
Q: What are some of the key challenges you are helping your clients solve?
A: We routinely talk with our membership community and our advisory boards to make sure we’re focusing on the top challenges impacting today’s technology companies, which we call Service Business Challenges. These can range anywhere from finding out how to build and fund a customer success organization, knowing what to charge for professional services, how to reduce on-site labor costs, etc.
Right now, a hot topic in the industry is digital transformation and how to create profitable subscription-based offers. In fact, it was the popularity and volume of TSIA member inquiries around this topic that promoted me and TSIA’s executive director, Thomas Lah, to co-author our latest book, Technology-as-a-Service Playbook: How to Grow a Profitable Subscription Business. In this book, we outline a game plan technology companies can use to take on the challenge of digital transformation and stand out in the Cloud marketplace.
Q: What can we expect from TSIA in the next few months?
A: For starters, we have our spring Technology Services World conference coming up in TSIA’s hometown of San Diego, taking place May 7-9. The theme is “Blending Service and Sales Motions,” and attendees can expect to learn about how to leverage the combined expertise of both their Sales and Services teams to land, grow, and retain customers.
In general, the industry is always growing and changing, and we make it our mission to stay current on what’s new and what’s next to better help our members plan for success. When it comes to keeping track of everything happening at TSIA, we announce the majority of our latest news on our blog, Inside Technology Services, where readers can get a distilled view of the research we’re up to, business tips and tricks, and stay current on upcoming research and events.