Video Highlights

 

What Is Expand Selling And Why Is It Important?

By J.B. Wood, TIA

 

 

 

 

 

The Profit Gap Between Top Operating Incomes

Executive Director of TIA, Thomas Lah, talks about how top performing companies rank against smaller companies in profitability.

 

 

 

Service Revenue Growth vs. Product Revenue Growth

CEO of TIA, J.B. Wood, discusses the difference between growing service revenue and product revenue.

 

 

 

 

Five Shifts to Drive SaaS Profitability

Mark McCaffrey of PwC talks about just some of the reasons why many XaaS companies are unprofitable.

 

 

 

Retaining and Growing a Successful Customer Base

Riccardo Brizzi of SQS outlines who in your organization is responsible for continuing the customer journey, from sales to renewal and expansion.

 

 

 

Bringing Innovation to Managed Services

Peter Lacoste discusses how EMC has entered a new frontier of managed services using Cloud & Big Data solutions to provide outcomes.

 

 

 

 

The Missing Link Between Outcomes & Consumption

Debbie Dunnam of Cisco Systems explains who within your organization is best positioned to drive expand selling opportunities.

 

 

 

 

 

 

Conference Keynote Videos

 

TSW 2015 Best Practices

 

The Who, What, Why, and How of Driving Adoption and Outcomes

By Thomas Lah, TIA

 

 

 

Beyond the WHY - Transforming to a Consumption-Based Business

By Kristin Johnsen, Microsoft

 

 

 

 

Embracing Change: Transforming Support for Customer and Business Results

By Tom Brennan, Avaya

 

 

 

How an Internal Function Evolved to Become the Corporate Brand

By Jaques Pommeraud, Salesforce

 

 

 

How to Win in the Outcome Economy

By Elisabeth Zornes, Cisco

 

 

 

Taking the Plunge

By Joe Pinto, Cisco

 

 

 
 
 

TSW 2014 Service Transformations

 

Growing Corporate Top Lines in the B4B Era

J.B. Wood – Technology Industry Association (TIA)

 

 

 

High Value, High Margin Offers in the B4B Era

Thomas Lah – Technology Industry Association (TIA)

 

 

 

New Frontiers of Innovation in Managed Services

Peter Lacoste – EMC Corporation

 

 

 

 

Keynote Debate | Growing Customer Spending: Who Does What?

J.B. Wood – Technology Industry Association (TIA) and debaters Debbie Dunnam – Cisco Systems & Riccardo Brizzi – SQS

 

 

 

Keynote Debate | Is the Cloud a Profitable Business Model?

Thomas Lah – Technology Industry Association (TIA) and debaters Tien Tzuo – Zuora & Mark McCaffrey – PwC

 

 

 

Keynote Debate | Services in the Cloud: New People or New Skills?

Thomas Lah – Technology Industry Association (TIA) and debaters Amir Shub – LivePerson & Eric Hall – Adobe Systems

 

 

 
 
 

TSW 2014 Best Practices

 

B4B Success Tactics

Thomas Lah – Technology Industry Association (TIA)

 

 

 

Panel: The Extreme Automation of Services

J.B. Wood – Technology Industry Association (TIA) and panelists from Cisco Systems, Red Hat, Oracle Corporation, and EMC Corporation

 

 

This keynote is available to members-only. Click to access the video.

 

Field and Support Services Keynote — Building a Culture of Extreme Customer Success

Marcus Bragg – Zendesk

 

 

 

 

Professional Services Keynote — B4B: How to Jump-start Your Journey with Your Professional Services Business

Nicolas Schobinger – SAP AG

 

 

 

Service Revenue Generation Keynote — Delivering Extreme Value with Packaged Services

Omid Razavi – SuccessFactors, an SAP Company

 

Service Revenue Generation Keynote — Co-Developing and Piloting New Outcome-Based Service Offerings

Randy Wootton – Salesforce.com

 

 

 

How the Industrial Internet Will Transform Services

John Magee – GE Software

 

 

 
 

TSW 2013 Service Transformations

 

B4B: The Next Generation of Technology-Fueled, Data-Driven Operating Models

J.B. Wood – Technology Industry Association (TIA)

 

 

 

Consequences of B4B

Thomas Lah – Technology Industry Association (TIA)

 

 

 

Navigating B4B

Todd Hewlin – TCG Advisors

 

 

 

 

Focusing on Great Service Fuels Innovation

Graham Weston – Rackspace

 

 

 

Innovating Technology Services: It's No Longer the Status Quo

Charles Phillips – Infor Global Solutions

 

 

 

SAP's Transformation to Outcome-Based Service Offerings

Anand Eswaran – SAP

 

 

 

 

The Future of Service Sales

Nick Earle – Cisco Systems

 

 

 

The New Data Refineries: Transforming Big Data Into Decisions

Andreas Weigend – Social Data Lab

 

 

 
 
 

TSW 2013 Best Practices

 

Best in Class Performance for Technology Service Businesses: What Defines It. What Drives It.

Thomas Lah – Technology Industry Association (TIA)

 

 

 

Building the Customer Centered Organization: There is No Better Time to be a Service Executive

Sean O'Driscoll – PwC

 

 

 

Next Generation Support: A New Delivery Model for a New IT World

Christophe Bodin – BMC Software

 

 

 

 

Innovating the SaaS Support Model

Dean Robison – Salesforce.com

 

 

 

Best Practices in Optimizing Capacity and Skills in a Multi-Solution Business

Kurt Kuelz – PTC

 

 

 
 
 

TSW 2012 Service Transformations

 

Consumption Economics in Play

Thomas Lah – Technology Industry Association (TIA)

 

 

 

Consumption Economics in Play – Adding Perspectives

Thomas Lah and J.B. Wood – Technology Industry Association (TIA)

 

 

 

Consumption Economics in Play – Adding Perspectives - Keynote Panel

Moderators: Thomas Lah and J.B. Wood – TIA

Panel: Juan Jones – Oracle | Terrie Campbell – Ricoh Americas | Antonio Neri – HP | Christophe Bodin – BMC Software | Callan Carpenter – Autodesk

 

 

 
TIA Member Only video

 

The Opportunity of a Lifetime: Services in the Era of the Consumer

Bill McDermott – SAP

 

 

 

Success as a Managed Service Provider

Ed Abrams – IBM

 

 

 
 
 

TSW 2012 Best Practices

 

Powering Up to Lead: Help Manage your Company's Service Thinking

J.B. Wood – Technology Industry Association (TIA)

 

 

 

Solving the Unsolvable Challenges of Embeded Services

Thomas Lah – Technology Industry Association (TIA)

 

 

 

Lessons Unlearned: 25 Years in Customer Service

John Ragsdale – Technology Industry Association (TIA)

 

 

 

 

How the C-Suite Thinks about Services

Thomas Archer – PwC

 

 

 

Transforming a Services Business for the Cloud

Ed Berndt – EMC

 

 

 

Services Workforce 2012: A Best Practices Case Study in Skills Transformation

Ana Pinczuk – Cisco Systems

 

 

 
 
 

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