Join thousands of other service practitioners to learn about current trends, see the latest innovations, and engage with the best and the brightest minds the technology industry has to offer. You’re sure to come away from the

conference with a wealth of knowledge, inspiration, and the tools you’ll need to help your business grow.

May 2-4, 2016 | Hilton San Diego Bayfront

WHY ATTEND THE TECHNOLOGY SERVICES WORLD CONFERENCE

The XaaSPlaybook

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New and Exciting TSW Features

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Gorgeous new bayfront venue provides a spectacular backdrop for the week’s networking and learning.

An evening of networking with peers while enjoying America’s favorite past time – a baseball game at Petco Park!

Speed networking events will help you get matched up with new industry contacts who share similar interests and challenges.

VP track on Monday will allow senior executives to spend quality time discussing common industry issues by discipline.

Who Benefits from Attending TSW

EXECUTIVES• Discover new ways to grow your service revenues and profits.

• Recalibrate your service strategy based on emerging industry trends.

• Explore the latest advancements in service business transformation.

• Gather fresh insights on how to accelerate results in your operation.

MANAGERS• Compare experiences and exchange ideas with your industry peers.

• Grow your professional network.

• Bring valuable tools, techniques, and lessons learned back to your team.

• Learn and engage with leading companies in your field.

INDIVIDUAL CONTRIBUTORS• Develop your skills and industry knowledge.

• Discover new ways to add value to your company and advance your career.

• Explore new solutions that can benefit you and your operation.

• Connect with like-minded individuals in your field.

TEAMS• Divide session attendance among your team for maximum impact.

• Come away from sessions ready to compare notes on lessons learned.

• Explore new business solutions that can help your company excel.

• Collaborate on how to apply valuable conference takeaways to your daily operations.

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What Will Be Covered

CUSTOMER SUCCESS• Onboarding done well• Real-world examples of adoption frameworks• Customer adoption and consumption: using data to improve adoption• Building and driving outcome plans• Customer Success portals: strengthen engagement and drive

success by providing guidance and information at scale• Monitoring XaaS adoption and consumption

EDUCATION SERVICES• Including education in premium support subscriptions• Including education in XaaS product subscriptions• Subscription offers: including education in a premium support contract• Subscription offers: including education in XaaS product subscriptions• Leveraging education data to enhance customer success• Growing the certification business to increase product adoption• The role of education services in customer success• Expand selling in education services: the art of the cross-sell and upsell

EXPAND SELLING• Customer outcome engineering for XaaS offerings• Expand selling models and motions for transitioning to XaaS• Optimizing the cost of sales in the XaaS model

FIELD SERVICES• Service efficiency: service delivery channel optimization• Process optimization: field service adoption practices • Customer outcomes: field service customer success reviews

MANAGED SERVICES• Managed XaaS/cloud delivery• Managed services outcome pricing• Standard managed XaaS/cloud offerings• Mastering managed XaaS/cloud sales• Customer success with managed XaaS/cloud solutions

PROFESSIONAL SERVICES• XaaS and the PS business model• Strategies and capabilities for achieving PS operational excellence in XaaS• PS offers for XaaS

SERVICE REVENUE GENERATION• Support and adoption services that customers are buying today

in cloud models• Value-added services that contribute to both the customer’s

success and to revenue growth• Engagement models for renewing subscription plans• Maximizing revenue when transitioning from on-premise to cloud models

SUPPORT SERVICES• Making the transition from on-premise to cloud support• Driving self-service in a XaaS support environment• Top considerations for creating world-class cloud support• Aligning your support team to focus on delivering value for your customers• Create a support team focused on helping customers make the best

use of products• Proving world class support when SLAs are involved• Support’s role in selling XaaS solutions

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What People Think About TSW

Great conference this year! Every business is unique, but TSIA helps you understand where the industry is going, enables you to learn from others’ experiences, and gives you some innovative ideas on how to address industry and customer challenges.

Oleg Figlin, SAP

““

This is my first time attending and it has been wonderful. I am tasked with generating revenue for elite support outcome-based results. The meeting gave me direction, education, new ideas, and just what I need to successfully trans-form my company and the customer to achieve the goal. Can’t wait to get started. Feet on the ground running to win first place!

Debbie Salladay, Infor

““

Prior to coming to these conferences, there was somewhat of an “isolat-ed” perspective to services within our company. Coming to these conferences has provided me two things: (1) an ability to network with other services colleagues, and (2) a feeling of belonging to a community.

Jim Morgan, ARRIS

““

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TSW Attendee Profile

18%OPERATIONS

12%STRATEGY

41%SERVICEDELIVERY

11% OTHER

5% MARKETING

6% SALES

7% OFFER MGMT.

JOBFOCUS

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28%MANAGER

27%VP & ABOVE

37%DIRECTOR

JOB LEVEL

8%INDIVIDUAL

Register Early to Save

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REGISTER NOW!

CONFERENCEPASS

SAVE 30% (thru Nov 6)

SAVE 20% (Nov 7-Jan 31)

SAVE 10% (Feb 1-Mar 11)

FULL PRICE (Mar 12-Apr 29)

ON-SITE (Apr 30-May 4)

MEMBER $1,607 $1,836 $2,066 $2,295 $2,395

NON-MEMBER $1,887 $2,156 $2,426 $2,695 $2,795

TSIA members may also register using available conference vouchers.

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© Technology Services Industry Association | 17065 Camino San Bernardo, Ste. 200 | San Diego, CA 92127 | Tel. 1.858.674.5491

May 2-4, 2016 | Hilton San Diego Bayfront

The XaaSPlaybook

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O • 2016