Authors J.B. Wood, president and CEO of TSIA; Todd Hewlin, managing director of TCG Advisors; and Thomas Lah, executive director of TSIA, frame what is possible in an age where suppliers are connected to their customers in real time. 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.
“B4B” outlines what will be required for long-term, sustainable growth and profitability in a pay-per-use world. The book touches on the key principles shaping how businesses will succeed going forward, including Success Science, the Data Handshake, and “the CEO’s new gas pedal”—Adoption Services.
“‘B4B’ presents a fundamental rethinking of the tech supplier’s role in driving customer outcomes,” said J.B. Wood, “B4B” co-author and CEO of TSIA. “This requires new internal processes, new organizational capabilities, new sales models, and more. 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. It’s a true game-changer, and we’re excited to be in on the ground floor.”
TSW attendees received a complimentary copy of the book today at the book launch, and will have the opportunity to meet the authors and learn more in their keynote sessions: “B4B: The Next Generation of Technology-Fueled, Data-Driven Operating Models,” with J.B. Wood; “Navigating B4B,” with Todd Hewlin; and “Consequences of B4B,” with Thomas Lah. In addition, key members of the TSIA Research Team have authored reports based what the B4B model will mean for key discipline areas of technology services. The reports are available at www.tsia.com. “B4B” is now available at Amazon.com: http://www.amazon.com/B4B-Technology-Reinventing-Customer-Supplier-Relationship/dp/0986046205/ref=sr_1_1?s=books&ie=UTF8&qid=1382220952&sr=1-1&keywords=B4B.
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.
