Market Overview

Four Key Research Reports on Service Revenue Generation Released by TSIA


(EMAILWIRE.COM, November 05, 2012 ) SAN DIEGO, CA -- The Technology Services Industry Association (TSIA), the leading association for todays technology services organizations, recently released four new publications on important research related to services revenue. The reports were released in conjunction with Technology Services World Service Transformations, the premier conference event for technology services professionals. The research received significant response at the conference, and has generated a great deal of subsequent interest by those interested in the ever-increasingly vital area of service revenue growth.

The reports are authored by Julia Stegman, TSIAs vice president of research for the Service Revenue Generation discipline. These key reports include:

The State of Maintenance and Support Contract Revenues. This publication communicates the significance of maintenance and support revenues for technology companies, as well as the respective growth and/or decline rates.
Pacesetter Practices of Renewal Sales and Marketing: Maintenance and Support Contacts. Included in this report are the key topics of sales coverage models and costs, 10 important differentiated practices, and how to establish an offense with procurement.
The Science of Renewal Sales and Marketing: Maintenance and Support Contracts. This report reveals common industry practices in the categories of sales coverage and organizational structures, sales compensation, pricing, support offerings, renewal cadence, and customer consumption.
The Art of Renewal Sales and Marketing: Maintenance and Support Contracts. This report discusses the art of the value proposition, the art of selling value, and how to increase the stickiness of technology solutions.

TSIAs research indicates that service revenues are growing faster than product revenues in the majority of technology companies, said Stegman. So growing service revenues is a prime topic for organizations in all sectors of todays market space. These research publications guide technology companies to understand where the levers for growth are with their maintenance and support contract revenues.

For more information on these reports, visit

About TSIA
The Technology Services Industry Association (TSIA) is the worlds 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 worlds top technology companies as well as scores of innovative small and midsize businesses in four major markets: enterprise IT and telecom, consumer technology, healthcare and healthcare IT, and industrial equipment and technology.



Suzanne Hite


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