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(SanDiego.CityRegions.Com, September 24, 2013 ) SAN DIEGO, CA -- The Technology Services Industry Association (TSIA), the leading association for today’s technology services organizations, is launching a new book based on its work with over 300 leading suppliers that are working together on a single challenge: business model transformation. Titled "B4B: How Technology and Big Data Are Reinventing the Customer-Supplier Relationship," authors J.B. Wood, CEO, TSIA; Todd Hewlin, managing director, TCG Advisors; and Thomas Lah, executive director, TSIA, frame what is possible in an age where suppliers are connected to their customers in real time.
According to the authors, doing business today has become a completely different ballgame. The traditional world of business-to-business (B2B) was designed over 100 years ago to sell things to customers, whereas the new business-for-business (B4B) model will be about delivering outcomes for customers. Using powerful frameworks and specific examples, B4B envisions a next-generation tech industry where suppliers play an active, ongoing role in helping business customers achieve unparalleled value from their technology investments.
B4B outlines what will be required for long-term, sustainable growth and profitability in a pay-per-use world. In short, it is a fundamental rethinking of the tech supplier's role in driving customer outcomes. This requires new internal processes, new organizational capabilities, new sales models, and more. B4B touches on the key principles shaping how businesses will succeed going forward, including:
• Success Science. The structured and ongoing discipline of determining what makes your customers tremendously successful with your products.
• The Data Handshake. The critical agreements that allow suppliers and customers to engage more deeply.
• Adoption Services. Called “the CEO’s new gas pedal,” adoption services define how tech suppliers should partner with customers to first plan optimal use of a technology, then monitor actual use, and finally to optimize technology consumption on an ongoing basis to ensure that the maximum ROI is being realized by the customer.
“If your focus is on adding more features to your product, you have your eye on the wrong ball. We believe tech company leaders should be focused on how to help customers achieve dramatically better business outcomes with the technology features they already have,” says co-author J.B. Wood. “With the unprecedented levels of connectivity that exist between tech suppliers and their customers, it’s now possible to apply analytics to customer product and feature usage data to recognize how and where they are struggling, where the improvement opportunities are, and turn those insights into actions and recommendations that move the customer forward. B4B is a guidebook to position companies for success in the new B4B world where the end game is about partnering with customers to achieve the greatest amount of ROI from technology.”
B4B will be released October 21 in conjunction with TSIA’s Technology Services World (TSW) Service Transformations conference in Las Vegas, where the authors will deliver keynote sessions focused on concepts inside the book; however, chapter one is available now via the TSIA website. TSW Service Transformations conference attendees will receive a complimentary copy of the book. Go here for more details on B4B, including a complete table of contents. Visit the TSW website for more details on the conference and to register for the technology services industry’s premier event.
About TSIA
The Technology Services Industry Association (TSIA) is the world's leading organization dedicated to advancing the business of technology services. Technology services organizations large and small look to TSIA for world-class business frameworks, best practices based on real-world results, detailed performance benchmarking, exceptional peer networking opportunities, and high-profile certification and awards programs. TSIA corporate members represent the world’s top technology companies as well as scores of innovative small and midsize businesses in four major markets: enterprise IT & telecom, consumer technology, healthcare & healthcare IT, and industrial equipment & technology. TSIA’s editorial blog, Inside Technology Services, is widely recognized by technology service professionals for providing thought leadership and insights into industry trends and best practices. Visit us at www.tsia.com, follow us on Twitter @TSIACommunity, or like us on Facebook and the TSIA Books Facebook page.
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TSIA
Suzanne Hite
410-774-5322
suzanne.hite@tsia.com
Source: EmailWire.Com 
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