THOMAS LAH, EXECUTIVE DIRECTOR | TSIA

Keynote Preview7 Steps to Unlock Profitable Growth

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Seven Steps = Seven Questions

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“Do employees believe we need to change?”

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BurningPlatform

OutsideIn

BigBets

DetailedPlaybook

CapabilitiesInventory

Blur the P&L

LeverageYour

Strengths

1

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“Are we really listening to our customers?”

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BurningPlatform

OutsideIn

BigBets

DetailedPlaybook

CapabilitiesInventory

Blur the P&L

LeverageYour

Strengths

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“Are we focusing our efforts on specific bets?”

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BurningPlatform

OutsideIn

BigBets

DetailedPlaybook

CapabilitiesInventory

Blur the P&L

LeverageYour

Strengths

3

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“Do people know what plays to run?”

4

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BurningPlatform

OutsideIn

BigBets

DetailedPlaybook

CapabilitiesInventory

Blur the P&L

LeverageYour

Strengths

4

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“Do we know which organizational capabilities are missing?”

5

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BurningPlatform

OutsideIn

BigBets

DetailedPlaybook

CapabilitiesInventory

Blur the P&L

LeverageYour

Strengths

5

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“Are current P&Ls structures slowing us down?”

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BurningPlatform

OutsideIn

BigBets

DetailedPlaybook

CapabilitiesInventory

Blur the P&L

LeverageYour

Strengths

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“What strengths can we leverage?”

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BurningPlatform

OutsideIn

BigBets

DetailedPlaybook

CapabilitiesInventory

Blur the P&L

LeverageYour

Strengths

7

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A Closer Look at Step 5: Capabilities Inventory

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Step 5: Capabilities Inventory

BurningPlatform

OutsideIn

BigBets

DetailedPlaybook

CapabilitiesInventory

Blur the P&L

LeverageYour

Strengths

TSIA’s Organizational Capabilities Model

OrganizationalCapabilities

Processes

BUSINESS CHALLENGE

Technology

TARGET OUTCOME

PERFORMANCE METRICS

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People

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These Are the Most Common Capability Gaps

According to TSIA…

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User Adoption KPIs

Adoption Analytics

Identifying Business Challenges

Funding Customer Success

Linking Technology to Business KPIs

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Your company culture may be unique, but your company is facing very common industry challenges.

Remember…

Report from the Road: 7 Steps to Unlock Profitable Revenue GrowthOct. 19, 2016 | 8:30 AM

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Attend the full keynote presentation!

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Presented by Technology Services Industry Association