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Thomas Lah is the executive director and executive vice president of the Technology & Services Industry Association (TSIA), the leading association for today's technology and services organizations. He is the author of many popular books on trends affecting the tech industry, his latest being Technology-as-a-Service Playbook: How to Grow a Profitable Subscription Business. For over 20 years, he has been helping some of the world's largest technology companies improve the efficiency of their daily operations.
Thomas Lah is the executive director and executive vice president of the Technology Services Industry Association (TSIA), the leading association for today's technology and services organizations. He is the author of many popular books on trends affecting the tech industry, his latest being Technology-as-a-Service Playbook: How to Grow a Profitable Subscription Business. For over 20 years, he has been helping some of the world's largest technology companies improve the efficiency of their daily operations.
Thomas is a sought-after industry speaker on the topics of optimizing technology service businesses within product companies, business outcome engineering, customer success funding models, X-as-a-Service (XaaS) financial models, the art of helping customers successfully adopt technology, and the latest market trends impacting technology organizations worldwide. From 2002-2019, Thomas also taught an MBA class at The Ohio State University Fisher College of Business, which is based on his writings.
The list of books Thomas has authored include: Building Professional Services: The Sirens’ Song (2002), Mastering Professional Services (2005), Bridging the Services Chasm (2009), Consumption Economics: The New Rules of Tech (2011), B4B: How Technology and Big Data Are Reinventing the Customer-Supplier Relationship (2013), and Technology-as-a-Service Playbook: How to Grow a Profitable Subscription Business (2016).
Thomas frequently writes about these topics on the TSIA blog: customer adoption, B4B, customer outcomes, outcome engineering, X-as-a-Service (XaaS).
Technology & Services 50 Q1 2021
We'll review tech company revenue and profit trends for the most recent quarter and discuss key industry trends.
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Compare and Contrast: Account Plans to Customer Success Plans
This paper looks at differences between Sales Account Plans and Customer Success Plans.
Engineering Customer Outcomes
This paper examines the gap between the hype of outcome engineering and current reality, and how to overcome it.
Your Mess for More
Topics highly relevant to any technology provider that has a majority of their technology still running on premise within the customer’s environment.
Technology Services 50 Q4 2020
We’ll review tech company revenue and profit trends for the most recent quarter and discuss key industry trends.
The Three Cs of XaaS Profitability
This report covers how to crack the code on XaaS profitability.
The Alchemy of Compelling XaaS Offers
Mastering compelling XaaS offers to drive customer value realization, revenue growth, and business scale.
A Primer for Outcome Engineering
This research report provides a framework TSIA members can use to move the concept of outcome engineering forward in their companies.
From Technology as an Asset to Technology as a Service
This paper provides a framework to understand where your company is in the journey to transitioning to a subscription-based business model.
2020 Organizational Structure Survey Results
Summary results from the TSIA 2019 Organizational Structure Survey.
Compare and Contrast: Sales Account Manager to Customer Success Manager
This paper looks at differences between SAMs and CSMs and outlines the 7 mistakes management teams make when segmenting responsibilities between them.
Technology Services 50 Q3 2020
We’ll review the impact of the pandemic on key financial indicators and analyze data to provide insight into challenges tech providers are facing.