Focus Area: Service Revenue Generation

Technology companies today are searching for revenue growth. Service revenues are receiving heightened attention from the C-suite. So it is an unprecedented time in the history of the technology industry for service revenues to contribute to overall company growth.

The Service Revenue Generation discipline focuses its research on the sales and marketing practices that drive optimal revenue growth across the following recurring revenues:

  • Subscription plans for XaaS business models.
  • Maintenance and support contracts.
  • Managed service contracts.

There are five trends and evolutions occurring with recurring revenues:

  1. Intensify the optimization of renewal rates.
  2. Maximize the sale of support services at point of technology sale.
  3. Shift from free to fee-based support/adoption services in cloud computing models.
  4. Create compelling value propositions for premium support offers in both cloud and on-premise models.
  5. Evolve from product-attached services to outcome-based offers, with a special focus on monetizing high-value adoption services.

TIA's service revenue generation (SRG) discipline addresses these market realities and focuses on how to optimize the performance of a recurring services revenue business.

Top Service Business Challenges

TIA conducts extensive research so you don't have to. Our detailed analysis of the industry has identified a top set of service revenue generation business issues that we address through our research programs. Topics include renewal sales and marketing best practices, monetizing fee-based services, revenue expansion, pricing, and much more. View the SRG Top Business Challenges ▶

Julia Stegman

SRG Research Leadership

An elite group of professionals who possess deep expertise in service revenue generation advise TIA executive management on how best to deliver relevant programs, research, and events to its members. Julia Stegman is vice president of research, leading TIA's efforts in industry benchmarking, research, and thought leadership in the area of service revenue generation. Who is TIA? Who is TIA?

Free Research Report  Technology Stack Report 2016: Service Revenue Generation  This report outlines the technology solutions service organizations can  implement in order to increase the revenue yields of their renewal teams.     Download Report

TIA Membership

A membership in TIA offers the opportunity to learn from our experts as well as your peers in the technology services industry. Join our community of more than 30,000 individual service executives. What are you waiting for?