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for-mega-menu">Healthcare Technology</h3></div></a></div></div></div><div class="mega-menu_content-wrapper shadow_elevation-3 border-radius-none"><div class="mega-menu_content-left"><h2 class="title-size-medium for-mega-menu">Our research areas</h2><div class="text-size-small opacity-75">TSIA provides exclusive data, business frameworks, and expert advice in all areas of technology to help your organization achieve profitable growth.</div></div><div class="mega-menu_content-right border-radius-bottom"><div class="mega-menu_nav-row"><a data-wf-native-id-path="7014b30c-ba70-184d-b2dc-d128ecf09a55:06086e6a-1f81-1478-688b-685427f67ed8" data-wf-element-id="06086e6a-1f81-1478-688b-685427f67ed8" data-wf-component-context="%5B%7B%22componentId%22%3A%220e3b1b51-3a41-2f1b-093e-ad969ce5be8d%22%2C%22instanceId%22%3A%227014b30c-ba70-184d-b2dc-d128ecf09a55%22%7D%5D" href="/research-area/chief-revenue-officer-council" class="mega-menu_nav-item w-inline-block"><div class="mega-menu_nav-icon w-embed"><svg width="auto" height="auto" viewBox="0 0 28 28" fill="none" xmlns="http://www.w3.org/2000/svg"> <path d="M22.3594 4.89062C22.4766 5.00781 22.5937 5.125 22.6328 5.28125C22.7109 5.4375 22.75 5.59375 22.75 5.75V9.5C22.75 10.2031 22.1641 10.75 21.5 10.75C20.7969 10.75 20.25 10.2031 20.25 9.5V8.79688L16.1094 12.8984C15.6406 13.3672 14.8984 13.4062 14.4297 12.9766L10.875 9.92969L7.28125 12.9766C6.77344 13.4062 5.99219 13.3672 5.52344 12.8203C5.09375 12.3125 5.13281 11.5312 5.67969 11.0625L10.0547 7.3125C10.5234 6.92188 11.1875 6.92188 11.6562 7.3125L15.1719 10.3203L18.4531 7H17.75C17.0469 7 16.5 6.45312 16.5 5.75C16.5 5.08594 17.0469 4.5 17.75 4.5H21.5C21.8125 4.5 22.125 4.65625 22.3594 4.89062ZM4 16.375C4 15.3594 4.82031 14.5 5.875 14.5H22.125C23.1406 14.5 24 15.3594 24 16.375V22.625C24 23.6797 23.1406 24.5 22.125 24.5H5.875C4.82031 24.5 4 23.6797 4 22.625V16.375ZM5.875 20.75V22.625H7.75C7.75 21.6094 6.89062 20.75 5.875 20.75ZM7.75 16.375H5.875V18.25C6.89062 18.25 7.75 17.4297 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subscription-based research and advisory firm that helps professionals solve critical business challenges across the entire customer life cycle.</div></div><div class="about-header_image-wrapper"><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/659569f9b169b942d35222a7_about_hero-01-min.webp" loading="lazy" sizes="(max-width: 479px) 90vw, (max-width: 767px) 93vw, (max-width: 991px) 550px, (max-width: 1279px) 43vw, 550px" alt="" width="550" srcset="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/659569f9b169b942d35222a7_about_hero-01-min-p-500.webp 500w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/659569f9b169b942d35222a7_about_hero-01-min-p-800.webp 800w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/659569f9b169b942d35222a7_about_hero-01-min.webp 1100w" class="about-header_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65c3dde03c5b838c0894c6ac_circle%20pattern%201.svg" loading="lazy" alt="" class="about-header_image-decor"/></div></div><div class="about-header_content"><div class="about-header_image-wrapper"><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65c26424e3e09240d56fbd7f_whoweare-imagecollage-2.webp" loading="lazy" width="550" alt="" sizes="(max-width: 767px) 90vw, (max-width: 991px) 550px, 36vw" srcset="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65c26424e3e09240d56fbd7f_whoweare-imagecollage-2-p-500.webp 500w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65c26424e3e09240d56fbd7f_whoweare-imagecollage-2-p-800.webp 800w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65c26424e3e09240d56fbd7f_whoweare-imagecollage-2-p-1080.webp 1080w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65c26424e3e09240d56fbd7f_whoweare-imagecollage-2.webp 1100w" class="about-header_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65c3de5915d89cbd95372948_circle%20pattern%202.svg" loading="lazy" alt="" class="about-header_image-decor for-bottom"/></div><div class="about-header_text"><h2>Our team of experts</h2><div>We always put your company’s best interests at the forefront of everything we do, because <strong>when you succeed—we succeed.</strong></div></div></div></div></div></div></div><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65c3dde03c5b838c0894c6ac_circle%20pattern%201.svg" loading="lazy" alt="" class="about-header_image-decor for-section"/></section></div><div data-wf-experience-417227325="" data-wf-variation-617102578="" data-wf-hidden-variation="" class="w-optimization"><section class="section_about-header"><div class="padding-global"><div class="container-large"><div class="padding-section-large"><div class="spacer-3xl"></div><div class="about-header_component"><div class="about-header_content"><div class="about-header_text"><h1>TSIA helps leaders make profitable decisions, faster</h1><div class="text-size-large">We’re a subscription-based research and advisory firm that helps professionals solve critical business challenges across the entire customer life cycle.</div></div><div class="about-header_image-wrapper"><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/659569f9b169b942d35222a7_about_hero-01-min.webp" loading="lazy" sizes="(max-width: 479px) 90vw, (max-width: 767px) 93vw, (max-width: 991px) 550px, (max-width: 1279px) 43vw, 550px" alt="" width="550" srcset="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/659569f9b169b942d35222a7_about_hero-01-min-p-500.webp 500w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/659569f9b169b942d35222a7_about_hero-01-min-p-800.webp 800w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/659569f9b169b942d35222a7_about_hero-01-min.webp 1100w" class="about-header_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65c3dde03c5b838c0894c6ac_circle%20pattern%201.svg" loading="lazy" alt="" class="about-header_image-decor"/></div></div><div class="about-header_content"><div class="about-header_image-wrapper"><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65c26424e3e09240d56fbd7f_whoweare-imagecollage-2.webp" loading="lazy" width="550" alt="" sizes="(max-width: 767px) 90vw, (max-width: 991px) 550px, 36vw" srcset="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65c26424e3e09240d56fbd7f_whoweare-imagecollage-2-p-500.webp 500w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65c26424e3e09240d56fbd7f_whoweare-imagecollage-2-p-800.webp 800w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65c26424e3e09240d56fbd7f_whoweare-imagecollage-2-p-1080.webp 1080w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65c26424e3e09240d56fbd7f_whoweare-imagecollage-2.webp 1100w" class="about-header_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65c3de5915d89cbd95372948_circle%20pattern%202.svg" loading="lazy" alt="" class="about-header_image-decor for-bottom"/></div><div class="about-header_text"><h2>Our team of experts</h2><div>We always put your company’s best interests at the forefront of everything we do, because <strong>when you succeed—we succeed.</strong></div></div></div></div></div></div></div><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65c3dde03c5b838c0894c6ac_circle%20pattern%201.svg" loading="lazy" alt="" class="about-header_image-decor for-section"/></section></div></div><section id="future-timeline" class="section_about-timeline"><div class="padding-global"><div class="container-large"><div id="anchor" class="padding-section-large"><div class="timeline_component"><h2 class="text-align-center">We make the future foreseeable</h2><div class="timeline_wrapper"><div class="timeline_step-block"><div class="timeline_content-wrapper"><div class="timeline_step-content"><div class="timeline_step"><div class="timeline_text-block"><div class="label-size-large">2013</div><div class="timeline_content-main"><div class="heading-style-h6">Delivering outcomes, not selling things</div><p class="text-size-regular"><em>B4B</em> envisions a next-generation tech industry where suppliers play an active role in helping customers achieve unparalleled value from their tech investments.</p></div></div></div><div class="timeline_shadow shadow_elevation-3"></div></div></div><div class="timeline_dot"></div><div class="timeline_image-block"><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/659569fa80a9699d3d08bece_about_timeline-2013-min.webp" loading="lazy" sizes="(max-width: 479px) 80vw, (max-width: 767px) 64vw, (max-width: 991px) 37vw, 363px" alt="Delivering outcomes, not selling" width="363" srcset="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/659569fa80a9699d3d08bece_about_timeline-2013-min-p-500.webp 500w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/659569fa80a9699d3d08bece_about_timeline-2013-min.webp 726w" class="timeline_image"/></div></div><div class="timeline_step-block"><div class="scoll-wrap"><div class="scroll-animate"></div><div class="scroll-base"></div></div><div class="timeline_image-block"><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/67c211d9bbe2b867f15f4c96_0be723714179151c716636cf26622695_playbook-2%201.png" loading="lazy" sizes="(max-width: 479px) 80vw, (max-width: 767px) 64vw, (max-width: 991px) 37vw, 363px" alt="" width="363" srcset="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/67c211d9bbe2b867f15f4c96_0be723714179151c716636cf26622695_playbook-2%201-p-500.png 500w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/67c211d9bbe2b867f15f4c96_0be723714179151c716636cf26622695_playbook-2%201.png 708w" class="timeline_image"/></div><div class="timeline_dot"></div><div class="timeline_content-wrapper"><div class="timeline_step-content"><div class="timeline_step"><div class="timeline_text-block"><div class="label-size-large">2016</div><div class="timeline_content-main"><div class="heading-style-h6">The rise of XaaS</div><p class="text-size-regular"><em>The Technology-as-a-Service Playbook</em> frames what’s possible in an age where suppliers are more connected to their customers than ever.</p></div></div></div><div class="timeline_shadow shadow_elevation-3"></div></div></div></div><div class="timeline_step-block"><div class="timeline_content-wrapper"><div class="timeline_step-content"><div class="timeline_step"><div class="timeline_text-block"><div class="label-size-large">2017</div><div class="timeline_content-main"><div class="heading-style-h6">TSIA’s LAER model gains popularity</div><p class="text-size-regular">LAER (Land, Adopt, Expand, Renew), our revolutionary engagement model, helps SaaS businesses everywhere drive profitable growth.</p></div></div></div><div class="timeline_shadow shadow_elevation-3"></div></div></div><div class="timeline_dot"></div><div class="timeline_image-block"><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65a7f787e43f4edb9e1e9818_about_timeline-2017.png" loading="lazy" sizes="(max-width: 479px) 81vw, (max-width: 767px) 65vw, (max-width: 1279px) 37vw, 445px" alt="LAER Model" width="445" srcset="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65a7f787e43f4edb9e1e9818_about_timeline-2017-p-500.png 500w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65a7f787e43f4edb9e1e9818_about_timeline-2017-p-800.png 800w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65a7f787e43f4edb9e1e9818_about_timeline-2017.png 890w" class="timeline_image"/></div><div class="scoll-wrap"><div class="scroll-animate"></div><div class="scroll-base"></div></div></div><div class="timeline_step-block"><div class="scoll-wrap"><div class="scroll-animate"></div><div class="scroll-base"></div></div><div class="timeline_image-block"><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/659569f81e941013c0207f0b_about_timeline-2022-min.webp" loading="lazy" sizes="(max-width: 479px) 80vw, (max-width: 767px) 64vw, (max-width: 991px) 37vw, 363px" alt="Digital Hesitation" width="363" srcset="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/659569f81e941013c0207f0b_about_timeline-2022-min-p-500.webp 500w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/659569f81e941013c0207f0b_about_timeline-2022-min.webp 726w" class="timeline_image"/></div><div class="timeline_dot"></div><div class="timeline_content-wrapper"><div class="timeline_step-content"><div class="timeline_step"><div class="timeline_text-block"><div class="label-size-large">2022</div><div class="timeline_content-main"><div class="heading-style-h6">What’s now, what’s next</div><p class="text-size-regular"><em>Digital Hesitation</em> provides crucial guidance on the tactics required to build a profitable X-as-a-Service business model and the risks of getting left behind.</p></div></div></div><div class="timeline_shadow shadow_elevation-3"></div></div></div></div><div class="timeline_step-block"><div class="timeline_content-wrapper"><div class="timeline_step-content"><div class="timeline_step"><div class="timeline_text-block"><div class="label-size-large">2023</div><div class="timeline_content-main"><div class="heading-style-h6">Helping the industry thrive</div><p class="text-size-regular">Covering crucial topics like profitable SaaS and the current state of AI, TSIA Research Journeys provide free, actionable research to tech companies everywhere.</p></div></div></div><div class="timeline_shadow shadow_elevation-3"></div></div></div><div class="timeline_dot"></div><div class="timeline_image-block"><div class="timeline_image-cta-wrapper"><div class="timeline_image-cta"><a data-wf-native-id-path="b01dffed-ecfd-b365-5538-9552912ec02f" data-wf-element-id="b01dffed-ecfd-b365-5538-9552912ec02f" href="https://researchjourneys.tsia.com/" target="_blank" class="button is-neutral w-inline-block"><div class="label-size-medium">Enter the journey</div></a></div><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65a7f874ecb27631e1bd7cd2_about_timeline-2023.png" loading="lazy" width="445" sizes="(max-width: 479px) 81vw, (max-width: 767px) 65vw, (max-width: 1279px) 37vw, 445px" alt="Research Journey" srcset="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65a7f874ecb27631e1bd7cd2_about_timeline-2023-p-500.png 500w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65a7f874ecb27631e1bd7cd2_about_timeline-2023.png 606w" class="timeline_image"/></div></div><div class="scoll-wrap"><div class="scroll-animate"></div><div class="scroll-base"></div></div></div></div><a data-wf-native-id-path="335f493b-75bc-7d33-7c71-a9344f47e357" data-wf-element-id="335f493b-75bc-7d33-7c71-a9344f47e357" href="/what-we-do" class="button is-xlarge w-inline-block"><div class="label-size-xlarge">Learn more</div></a></div></div></div></div></section><section class="section_company-logos background-gradient-tsia-light"><div class="section-border border-gradient-stroke"></div><div class="padding-section-large"><div class="company-logos_header-wrapper"><div class="padding-global"><div class="container-large"><h2 class="heading-style-h3 background-gradient-tsia">Trusted by top companies everywhere</h2></div></div></div><div class="spacer-xl"></div><div class="company-logos_wrapper"><div class="company-logos_list"><div class="company-logos_item"><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900263c1337bbb0370c87_image_logo-adobe.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027cd3f2358968886f3_image_logo-aws.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90026a4838604c61c31b4_image_logo-autodesk.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900263be3905cd1541360_image_logo-bd.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90026e6ac117623112d35_image_logo-bmc.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90026efde00838ae3f5d9_image_logo-cisco.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900268ea16ec88b21c83b_image_logo-ciena.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002728e2b1a142407a99_image_logo-citrix.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900276fbe640390d5a7f4_image_logo-clickup.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002666bf3f88f69c2340_image_logo-cognizant.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90026e4c805f789ad8424_image_logo-dell.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900278fb138b4fe0f70b5_image_logo-docusign.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900265df519d2b41945c9_image_logo-dropbox.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027a29118f4c1ac4f37_image_logo-emerson.webp" loading="eager" alt="" class="company-logos_image"/></div><div class="company-logos_item"><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900263c1337bbb0370c87_image_logo-adobe.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027cd3f2358968886f3_image_logo-aws.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90026a4838604c61c31b4_image_logo-autodesk.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900263be3905cd1541360_image_logo-bd.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90026e6ac117623112d35_image_logo-bmc.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90026efde00838ae3f5d9_image_logo-cisco.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900268ea16ec88b21c83b_image_logo-ciena.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002728e2b1a142407a99_image_logo-citrix.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900276fbe640390d5a7f4_image_logo-clickup.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002666bf3f88f69c2340_image_logo-cognizant.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90026e4c805f789ad8424_image_logo-dell.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900278fb138b4fe0f70b5_image_logo-docusign.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900265df519d2b41945c9_image_logo-dropbox.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027a29118f4c1ac4f37_image_logo-emerson.webp" loading="eager" alt="" class="company-logos_image"/></div><div class="company-logos_item"><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900263c1337bbb0370c87_image_logo-adobe.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027cd3f2358968886f3_image_logo-aws.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90026a4838604c61c31b4_image_logo-autodesk.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900263be3905cd1541360_image_logo-bd.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90026e6ac117623112d35_image_logo-bmc.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90026efde00838ae3f5d9_image_logo-cisco.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900268ea16ec88b21c83b_image_logo-ciena.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002728e2b1a142407a99_image_logo-citrix.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900276fbe640390d5a7f4_image_logo-clickup.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002666bf3f88f69c2340_image_logo-cognizant.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90026e4c805f789ad8424_image_logo-dell.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900278fb138b4fe0f70b5_image_logo-docusign.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900265df519d2b41945c9_image_logo-dropbox.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027a29118f4c1ac4f37_image_logo-emerson.webp" loading="eager" alt="" class="company-logos_image"/></div></div><div class="company-logos_list"><div class="company-logos_item is-second"><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90026f2b3d9ccec857f51_image_logo-ericsson.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027216c13ea5fe1f0d4_image_logo-gainsight.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900268d34d8d5023c9737_image_logo-github.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002717fa11bb50cc4414_image_logo-google-cloud.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002768d02d53e80c337b_image_logo-hp.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900275bd9f1f8e72e5147_image_logo-ibm.png" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027cf2602dcba6dca60_image_logo-intel.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027b956dc1253b6aaa8_image_logo-jeppesen.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002748d01cba0b2c68b8_image_logo-lenovo.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027478024bd67f168ef_image_logo-linkedin.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027738820375021e2ad_image_logo-logicalis.webp" loading="eager" srcset="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027738820375021e2ad_image_logo-logicalis-p-500.png 500w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027738820375021e2ad_image_logo-logicalis.webp 751w" alt="" sizes="(max-width: 479px) 55vw, (max-width: 991px) 27vw, (max-width: 1279px) 21vw, (max-width: 1439px) 17vw, (max-width: 1919px) 16vw, 13vw" class="company-logos_image"/></div><div class="company-logos_item is-second"><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90026f2b3d9ccec857f51_image_logo-ericsson.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027216c13ea5fe1f0d4_image_logo-gainsight.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900268d34d8d5023c9737_image_logo-github.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002717fa11bb50cc4414_image_logo-google-cloud.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002768d02d53e80c337b_image_logo-hp.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900275bd9f1f8e72e5147_image_logo-ibm.png" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027cf2602dcba6dca60_image_logo-intel.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027b956dc1253b6aaa8_image_logo-jeppesen.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002748d01cba0b2c68b8_image_logo-lenovo.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027478024bd67f168ef_image_logo-linkedin.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027738820375021e2ad_image_logo-logicalis.webp" loading="eager" srcset="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027738820375021e2ad_image_logo-logicalis-p-500.png 500w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027738820375021e2ad_image_logo-logicalis.webp 751w" alt="" sizes="(max-width: 479px) 55vw, (max-width: 991px) 27vw, (max-width: 1279px) 21vw, (max-width: 1439px) 17vw, (max-width: 1919px) 16vw, 13vw" class="company-logos_image"/></div><div class="company-logos_item is-second"><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90026f2b3d9ccec857f51_image_logo-ericsson.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027216c13ea5fe1f0d4_image_logo-gainsight.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900268d34d8d5023c9737_image_logo-github.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002717fa11bb50cc4414_image_logo-google-cloud.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002768d02d53e80c337b_image_logo-hp.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900275bd9f1f8e72e5147_image_logo-ibm.png" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027cf2602dcba6dca60_image_logo-intel.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027b956dc1253b6aaa8_image_logo-jeppesen.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002748d01cba0b2c68b8_image_logo-lenovo.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027478024bd67f168ef_image_logo-linkedin.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027738820375021e2ad_image_logo-logicalis.webp" loading="eager" srcset="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027738820375021e2ad_image_logo-logicalis-p-500.png 500w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90027738820375021e2ad_image_logo-logicalis.webp 751w" alt="" sizes="(max-width: 479px) 55vw, (max-width: 991px) 27vw, (max-width: 1279px) 21vw, (max-width: 1439px) 17vw, (max-width: 1919px) 16vw, 13vw" class="company-logos_image"/></div></div><div class="company-logos_list"><div class="company-logos_item is-third"><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028fb5c7f7223a4cb9f_image_logo-motorola.webp" loading="eager" srcset="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028fb5c7f7223a4cb9f_image_logo-motorola-p-500.webp 500w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028fb5c7f7223a4cb9f_image_logo-motorola-p-800.webp 800w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028fb5c7f7223a4cb9f_image_logo-motorola.webp 1255w" alt="" sizes="(max-width: 479px) 92vw, (max-width: 767px) 46vw, (max-width: 991px) 45vw, (max-width: 1279px) 36vw, (max-width: 1439px) 29vw, (max-width: 1919px) 26vw, 22vw" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900287bb812e2d93517cf_image_logo-ntt.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028d684b418252bdb9e_image_logo-microsoft.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028d8c9fd12dffee08a_image_logo-ptc.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900281eb1c23b69e53af6_image_logo-redhat.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028f9cb90990cd73335_image_logo-rockwell.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028c6f8102328fdad74_image_logo-salesforce.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900281c50825f9365fd18_image_logo-sap.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002cb0e2cfab45fad17d_image_logo-schneider.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/66b0d3f6fbc013e0ff14f8ef_servicenow-842x308.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002c018a582d3e0db244_image_logo-siemens.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002c5c73abbb83d2abf2_image_logo-simcorp.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002c6822f2a3a8e7d0ea_image_logo-workday.webp" loading="eager" alt="" class="company-logos_image"/></div><div class="company-logos_item is-third"><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028fb5c7f7223a4cb9f_image_logo-motorola.webp" loading="lazy" srcset="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028fb5c7f7223a4cb9f_image_logo-motorola-p-500.webp 500w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028fb5c7f7223a4cb9f_image_logo-motorola-p-800.webp 800w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028fb5c7f7223a4cb9f_image_logo-motorola.webp 1255w" alt="" sizes="(max-width: 479px) 92vw, (max-width: 767px) 46vw, (max-width: 991px) 45vw, (max-width: 1279px) 36vw, (max-width: 1439px) 29vw, (max-width: 1919px) 26vw, 22vw" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900287bb812e2d93517cf_image_logo-ntt.webp" loading="lazy" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028d684b418252bdb9e_image_logo-microsoft.webp" loading="lazy" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028d8c9fd12dffee08a_image_logo-ptc.webp" loading="lazy" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900281eb1c23b69e53af6_image_logo-redhat.webp" loading="lazy" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028f9cb90990cd73335_image_logo-rockwell.webp" loading="lazy" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028c6f8102328fdad74_image_logo-salesforce.webp" loading="lazy" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900281c50825f9365fd18_image_logo-sap.webp" loading="lazy" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002cb0e2cfab45fad17d_image_logo-schneider.webp" loading="lazy" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/66b0d3f6fbc013e0ff14f8ef_servicenow-842x308.webp" loading="lazy" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002c018a582d3e0db244_image_logo-siemens.webp" loading="lazy" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002c5c73abbb83d2abf2_image_logo-simcorp.webp" loading="lazy" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002c6822f2a3a8e7d0ea_image_logo-workday.webp" loading="lazy" alt="" class="company-logos_image"/></div><div class="company-logos_item is-third"><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028fb5c7f7223a4cb9f_image_logo-motorola.webp" loading="eager" srcset="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028fb5c7f7223a4cb9f_image_logo-motorola-p-500.webp 500w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028fb5c7f7223a4cb9f_image_logo-motorola-p-800.webp 800w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028fb5c7f7223a4cb9f_image_logo-motorola.webp 1255w" alt="" sizes="(max-width: 479px) 92vw, (max-width: 767px) 46vw, (max-width: 991px) 45vw, (max-width: 1279px) 36vw, (max-width: 1439px) 29vw, (max-width: 1919px) 26vw, 22vw" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900287bb812e2d93517cf_image_logo-ntt.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028d684b418252bdb9e_image_logo-microsoft.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028d8c9fd12dffee08a_image_logo-ptc.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900281eb1c23b69e53af6_image_logo-redhat.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028f9cb90990cd73335_image_logo-rockwell.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b90028c6f8102328fdad74_image_logo-salesforce.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b900281c50825f9365fd18_image_logo-sap.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002cb0e2cfab45fad17d_image_logo-schneider.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002d8f397dc7669d1c97_image_logo-servicenow.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002c018a582d3e0db244_image_logo-siemens.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002c5c73abbb83d2abf2_image_logo-simcorp.webp" loading="eager" alt="" class="company-logos_image"/><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65b9002c6822f2a3a8e7d0ea_image_logo-workday.webp" loading="eager" alt="" class="company-logos_image"/></div></div><div class="w-embed"><style> @keyframes scroll { from { transform: translateX(0); } to { transform: translateX(-100%); } } .company-logos_item { animation: scroll 32s linear infinite; } .company-logos_list:hover > .company-logos_item { animation-play-state: paused; } @keyframes scroll-2 { from { transform: translateX(-100%); } to { transform: translateX(0%); } } .company-logos_item.is-second { animation: scroll-2 32s linear infinite; } @keyframes scroll-3 { from { transform: translateX(0); } to { transform: translateX(-100%); } } .company-logos_item.is-third { animation: scroll-3 40s linear infinite; } @media only screen and (max-width: 768px) { .company-logos_list:hover > .company-logos_item { animation-play-state: unset; } } </style></div></div></div><div class="section-border border-gradient-stroke"></div></section><section id="meet-the-experts" class="section_about-expert-team"><div class="padding-global"><div class="container-large"><div class="padding-section-large"><div class="expert-team_component"><div class="expert-team_header"><h2>Meet the experts</h2><div class="text-size-large">Our dedicated teams of researchers bring decades of experience, providing customized data-driven insights, best practices, and expert guidance to help organizations thrive.</div><a data-wf-native-id-path="75815dd5-8828-5391-fe6e-12122d9fc93d" data-wf-element-id="75815dd5-8828-5391-fe6e-12122d9fc93d" href="/featured-insights" class="button is-xlarge w-inline-block"><div class="label-size-xlarge">Check out our research</div></a></div><div data-current="Tab 1" data-easing="ease" data-duration-in="300" data-duration-out="100" class="w-tabs"><div class="expert-team_tabs-menu w-tab-menu"><a data-w-tab="Tab 1" id="w-node-_49e40006-c2b0-135e-4aa1-3afeef344ed4-ab980bae" class="expert-team_tab-link w-inline-block w-tab-link w--current"><div class="expert-team_tab-link-content"><h2 class="title-size-large">Service and Delivery</h2><p>Specializing in helping your business establish, evolve, scale, and optimize its service and delivery organizations' business models.</p></div></a><a data-w-tab="Tab 2" id="w-node-_49e40006-c2b0-135e-4aa1-3afeef344eda-ab980bae" class="expert-team_tab-link w-inline-block w-tab-link"><div class="expert-team_tab-link-content"><h2 class="title-size-large">Offer Portfolio Success</h2><p>Helping your organization create compelling product and service offers, converge portfolios, optimize pricing, and beyond.</p></div></a><a data-w-tab="Tab 3" id="w-node-_49e40006-c2b0-135e-4aa1-3afeef344ee0-ab980bae" class="expert-team_tab-link w-inline-block w-tab-link"><div class="expert-team_tab-link-content"><h2 class="title-size-large">Revenue Optimization</h2><p>Using proven data and expert insights to help your company optimize revenue-generating capabilities across every business function.</p></div></a></div><div class="w-tab-content"><div data-w-tab="Tab 1" class="expert-team_tab-pane w-tab-pane w--tab-active"><div class="w-dyn-list"><div role="list" class="expert-team_list w-dyn-items"><div fs-scrolldisable-element="disable" data-w-id="deb065c2-9f21-ed22-52c2-519e3891097f" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper team-member-image-wrapper-1440bp"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92b561c1577addcb01b_65776b8295ee81bfb60d08d0_bo-dimuccio-500x500.png" alt="" class="team-member_image"/></div><div class="team-member_name-wrapper"><div class="text-size-large text-weight-bold">Bo DiMuccio</div><div class="text-size-regular">Distinguished Vice President of Professional Services Research and Advisory</div></div><div style="opacity:0;display:none" class="modal-wrapper"><div style="-webkit-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-moz-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-ms-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0)" class="team-member_modal"><div fs-scrolldisable-element="enable" data-w-id="deb065c2-9f21-ed22-52c2-519e38910988" class="modal-close"><div class="modal-close_icon w-embed"><svg width="auto" height="auto" viewBox="0 0 22 32" fill="none" xmlns="http://www.w3.org/2000/svg"> <path d="M20.375 22.625C21.1875 23.375 21.1875 24.6875 20.375 25.4375C20 25.8125 19.5 26 19 26C18.4375 26 17.9375 25.8125 17.5625 25.4375L11 18.875L4.375 25.4375C4 25.8125 3.5 26 3 26C2.4375 26 1.9375 25.8125 1.5625 25.4375C0.75 24.6875 0.75 23.375 1.5625 22.625L8.125 16L1.5625 9.4375C0.75 8.6875 0.75 7.375 1.5625 6.625C2.3125 5.8125 3.625 5.8125 4.375 6.625L11 13.1875L17.5625 6.625C18.3125 5.8125 19.625 5.8125 20.375 6.625C21.1875 7.375 21.1875 8.6875 20.375 9.4375L13.8125 16.0625L20.375 22.625Z" fill="#002A78"/> </svg></div></div><div class="team-member_modal-content"><div class="team-member_modal-image-wrapper"><div class="team-member_image-wrapper"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92b561c1577addcb01b_65776b8295ee81bfb60d08d0_bo-dimuccio-500x500.png" alt="" class="team-member_image"/></div><a data-wf-native-id-path="deb065c2-9f21-ed22-52c2-519e3891098f_instance-0" data-wf-element-id="deb065c2-9f21-ed22-52c2-519e3891098f" data-wf-cms-context="%5B%7B%22collectionId%22%3A%2265fcaa7967a5853eab9808c0%22%2C%22itemId%22%3A%2265fcaa7967a5853eab980e1a%22%7D%5D" href="https://www.linkedin.com/in/bo-di-muccio-ph-d-74a3323/" target="_blank" class="button is-secondary is-xlarge w-inline-block"><div class="icon-embed-xsmall w-embed"><svg width="14" height="16" viewBox="0 0 14 16" fill="none" xmlns="http://www.w3.org/2000/svg"> <path d="M13 1C13.5312 1 14 1.46875 14 2.03125V14C14 14.5625 13.5312 15 13 15H0.96875C0.4375 15 0 14.5625 0 14V2.03125C0 1.46875 0.4375 1 0.96875 1H13ZM4.21875 13V6.34375H2.15625V13H4.21875ZM3.1875 5.40625C3.84375 5.40625 4.375 4.875 4.375 4.21875C4.375 3.5625 3.84375 3 3.1875 3C2.5 3 1.96875 3.5625 1.96875 4.21875C1.96875 4.875 2.5 5.40625 3.1875 5.40625ZM12 13V9.34375C12 7.5625 11.5938 6.15625 9.5 6.15625C8.5 6.15625 7.8125 6.71875 7.53125 7.25H7.5V6.34375H5.53125V13H7.59375V9.71875C7.59375 8.84375 7.75 8 8.84375 8C9.90625 8 9.90625 9 9.90625 9.75V13H12Z" fill="url(#paint0_linear_727_7179)"/> <defs> <linearGradient id="paint0_linear_727_7179" x1="0.745371" y1="18.7541" x2="18.6896" y2="5.45169" gradientUnits="userSpaceOnUse"> <stop stop-color="#002A78"/> <stop offset="0.22049" stop-color="#0053DB"/> <stop offset="0.444452" stop-color="#732EE4"/> <stop offset="0.949669" stop-color="#FF6530"/> </linearGradient> </defs> </svg></div><div class="label-size-xlarge button-text">Connect on LinkedIn</div></a></div><div id="w-node-deb065c2-9f21-ed22-52c2-519e38910993-ab980bae" class="team-member_modal-text-wrapper"><div class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">Bo DiMuccio</h2><div class="text-size-medium">Distinguished Vice President of Professional Services Research and Advisory</div></div><div class="w-richtext"><p>Bo Di Muccio, Ph.D., is the Distinguished Vice President of Professional Services Research and Vice President of Advisory Delivery for TSIA, and the chairperson of the TSIA Professional Services Advisory Board. He is responsible for developing and delivering research and advisory programs that are focused on helping executives to build and optimize professional services in many of the world's leading technology companies. Bo earned the title of TSIA Distinguished Researcher when he reached over ten years in a research role at TSIA, having authored over 50 research articles, answered 1,500+ member inquiries, and developed frameworks and survey methodologies that helped members address complex business challenges. Bo also continues to take a lead role as a mentor, helping other members of the TSIA Research team master their skills.</p><p>‍</p><p>He has 20 years of experience in technology industry research, analysis, and consulting, including experience in hardware, software, and services. Prior to TSIA, he managed consulting services research at International Data Corporation (IDC). He also had a lengthy tenure at Deloitte Consulting, where he served several business units in a variety of roles, including services strategy and marketing, market research, competitive intelligence, and client service. He also held market research roles at AltaVista Company and Compaq Computer Corporation prior to his tenure at Deloitte.</p><p>‍</p><p>Bo earned his master's and doctoral degrees in international relations from the School of International Relations at the University of Southern California and was a tenure-track faculty member of the University of Florida's Department of Political Science prior to beginning his career in the technology sector.</p><p>‍</p><p>Bo frequently writes about these topics on the TSIA blog on the topics of professional services, pricing, professional services and sales, and tips for a successful professional services organization.</p></div></div></div></div></div></div><div fs-scrolldisable-element="disable" data-w-id="deb065c2-9f21-ed22-52c2-519e3891097f" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper team-member-image-wrapper-1440bp"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92cc097676db63684aa_657b6e0847234b38722e2ac9_darlene-kelly-500x500.png" alt="" sizes="(max-width: 479px) 83vw, (max-width: 767px) 41vw, (max-width: 991px) 28vw, (max-width: 1279px) 23vw, (max-width: 1919px) 22vw, 350px" srcset="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92cc097676db63684aa_657b6e0847234b38722e2ac9_darlene-kelly-500x500-p-500.png 500w, https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92cc097676db63684aa_657b6e0847234b38722e2ac9_darlene-kelly-500x500.png 500w" class="team-member_image"/></div><div class="team-member_name-wrapper"><div class="text-size-large text-weight-bold">Darlene Kelly</div><div class="text-size-regular">Director of Customer Success Research</div></div><div style="opacity:0;display:none" class="modal-wrapper"><div style="-webkit-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 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<linearGradient id="paint0_linear_727_7179" x1="0.745371" y1="18.7541" x2="18.6896" y2="5.45169" gradientUnits="userSpaceOnUse"> <stop stop-color="#002A78"/> <stop offset="0.22049" stop-color="#0053DB"/> <stop offset="0.444452" stop-color="#732EE4"/> <stop offset="0.949669" stop-color="#FF6530"/> </linearGradient> </defs> </svg></div><div class="label-size-xlarge button-text">Connect on LinkedIn</div></a></div><div id="w-node-deb065c2-9f21-ed22-52c2-519e38910993-ab980bae" class="team-member_modal-text-wrapper"><div class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">Darlene Kelly</h2><div class="text-size-medium">Director of Customer Success Research</div></div><div class="w-richtext"><p>Darlene Kelly is the Director of Customer Success Research for TSIA. In this role, she works closely with TSIA’s customer success members to deliver research and benchmarks to help companies realize and achieve their true value in customer success.</p><p>Prior to joining TSIA, Darlene spent approximately 20 years in the digital marketing landscape with the last 12+ years at Adobe working in customer success across different customer segments and industry verticals. While at Adobe, Darlene served as a Senior Customer Success Manager, responsible for managing Adobe’s enterprise level accounts protecting some of the company’s largest book of business. Prior to Adobe, she held roles within services and sales at Claritas, a marketing company later acquired by market research firm Nielsen.</p><p>Darlene has a unique perspective on customer success, experiencing first-hand, the shift from reactive account management to proactive customer success management. She prides herself as a professional dedicated to bringing value by helping customers achieve their goals.</p><p>A former San Diego native for 30 years, Darlene and her family now call the San Francisco Bay area home.</p></div></div></div></div></div></div><div fs-scrolldisable-element="disable" data-w-id="deb065c2-9f21-ed22-52c2-519e3891097f" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper team-member-image-wrapper-1440bp"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92c297befe2b434b138_657769a3ede939a6e8f1edf2_dave-baca-500x500.png" alt="" sizes="(max-width: 479px) 83vw, (max-width: 767px) 41vw, (max-width: 991px) 28vw, (max-width: 1279px) 23vw, (max-width: 1919px) 22vw, 350px" srcset="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92c297befe2b434b138_657769a3ede939a6e8f1edf2_dave-baca-500x500-p-500.png 500w, 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class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">Dave Baca</h2><div class="text-size-medium">Director of Support Services Research</div></div><div class="w-richtext"><p>Dave Baca is the Director of Support Services Research for TSIA. In this role, he provides membership and advisory designed to help member companies optimize their customer support organizations (including help desks, call center, and tech support) to achieve and deliver desired customer and organizational outcomes.</p><p>Prior to joining TSIA, Dave held various senior leadership roles at basys, a benefits administration software company. In his most recent role as their vice president of customer experience and consulting services, he led basys’ Customer Experience and Software Support/Help Desk teams, collaborating with internal Product Management, Technology, and New Customer Implementation teams to enhance the customer experience by building more in-depth customer-supplier relationships.</p><p>Dave was also previously the Senior Vice President of Customer Success at ANCILE Solutions. During his time at ANCILE, he led team members in a $56M+ global customer success and support services organization to deliver software solutions to over 4,600 lifetime customers, including 50 of the Fortune 100 companies, with 20 million end-users.</p><p>Throughout his career, Dave has demonstrated an ongoing passion for helping customer support organizations transform and achieve industry-leading results. He holds a Bachelor of Sciences from the U.S. Naval Academy and honorably served as a Naval Nuclear Submarine Officer.</p></div></div></div></div></div></div><div fs-scrolldisable-element="disable" data-w-id="deb065c2-9f21-ed22-52c2-519e3891097f" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper team-member-image-wrapper-1440bp"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92dad3ceb57b3395179_6578c6fe98ddc6a8b96b4011_dave-young-500x500.png" alt="" sizes="(max-width: 479px) 83vw, (max-width: 767px) 41vw, (max-width: 991px) 28vw, (max-width: 1279px) 23vw, (max-width: 1919px) 22vw, 350px" srcset="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92dad3ceb57b3395179_6578c6fe98ddc6a8b96b4011_dave-young-500x500-p-500.png 500w, 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class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">Dave Young</h2><div class="text-size-medium">Senior Director of Professional Services Research</div></div><div class="w-richtext"><p>David Young is the Senior Director of Professional Services Research for TSIA. In this role, he is responsible for developing and delivering research programs that are focused on helping TSIA member organizations build and optimize professional services. He is also responsible for leading and delivering operational best practices to member organizations.</p><p>David has over 25+ years of experience in technology, operations, analysis, project management, and consulting, including experience in high tech semiconductor industry, software product development, program management and professional services working in large enterprise and small startup organizations.</p><p>David is a regular contributor to the TSIA blog on the topics of professional services, capacity planning, and project performance.</p></div></div></div></div></div></div><div fs-scrolldisable-element="disable" data-w-id="deb065c2-9f21-ed22-52c2-519e3891097f" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper team-member-image-wrapper-1440bp"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/66451d4a68a4c7edc12cac64_George%20Humphrey%20headshot.png" alt="" sizes="(max-width: 479px) 83vw, (max-width: 767px) 41vw, (max-width: 991px) 28vw, (max-width: 1279px) 23vw, (max-width: 1919px) 22vw, 350px" srcset="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/66451d4a68a4c7edc12cac64_George%20Humphrey%20headshot-p-500.png 500w, https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/66451d4a68a4c7edc12cac64_George%20Humphrey%20headshot.png 525w" class="team-member_image"/></div><div class="team-member_name-wrapper"><div class="text-size-large text-weight-bold">George Humphrey</div><div class="text-size-regular">Distinguished Vice President and Managing Director</div></div><div style="opacity:0;display:none" class="modal-wrapper"><div style="-webkit-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-moz-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-ms-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) 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class="icon-embed-xsmall w-embed"><svg width="14" height="16" viewBox="0 0 14 16" fill="none" xmlns="http://www.w3.org/2000/svg"> <path d="M13 1C13.5312 1 14 1.46875 14 2.03125V14C14 14.5625 13.5312 15 13 15H0.96875C0.4375 15 0 14.5625 0 14V2.03125C0 1.46875 0.4375 1 0.96875 1H13ZM4.21875 13V6.34375H2.15625V13H4.21875ZM3.1875 5.40625C3.84375 5.40625 4.375 4.875 4.375 4.21875C4.375 3.5625 3.84375 3 3.1875 3C2.5 3 1.96875 3.5625 1.96875 4.21875C1.96875 4.875 2.5 5.40625 3.1875 5.40625ZM12 13V9.34375C12 7.5625 11.5938 6.15625 9.5 6.15625C8.5 6.15625 7.8125 6.71875 7.53125 7.25H7.5V6.34375H5.53125V13H7.59375V9.71875C7.59375 8.84375 7.75 8 8.84375 8C9.90625 8 9.90625 9 9.90625 9.75V13H12Z" fill="url(#paint0_linear_727_7179)"/> <defs> <linearGradient id="paint0_linear_727_7179" x1="0.745371" y1="18.7541" x2="18.6896" y2="5.45169" gradientUnits="userSpaceOnUse"> <stop stop-color="#002A78"/> <stop offset="0.22049" stop-color="#0053DB"/> <stop offset="0.444452" stop-color="#732EE4"/> <stop 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Touting more than three decades of technology business knowledge in the networking and communications space, Humphrey is a valued resource and advisor to many of the world’s most successful technology business ventures.</p><p>‍<br/><br/>Humphrey has a long history of leading managed services product management, client management, systems engineering, tools and architecture development, sales, delivery operations, process definition, and global strategy. Prior to TSIA, he was responsible for introducing the world’s first voice/data converged platform. During his time with Avaya and Lucent, he launched the first globally standardized product realization processes, as well as service realization and lifecycle processes, transforming their business functions. Today he holds seven global patents in communications and networking.</p><p>‍</p><p>As a research leader at TSIA, Humphrey’s insights are regularly leveraged by Fortune 500 companies through his advisory work, public speaking engagements, research reports, and publicly shared content on a variety of evolving business topics.</p></div></div></div></div></div></div><div fs-scrolldisable-element="disable" data-w-id="deb065c2-9f21-ed22-52c2-519e3891097f" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper team-member-image-wrapper-1440bp"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a930737f5ddeb3789fdf_657b6d88de2c4f4320380738_luke-ronkowski-500x500.png" alt="" sizes="(max-width: 479px) 83vw, (max-width: 767px) 41vw, (max-width: 991px) 28vw, (max-width: 1279px) 23vw, (max-width: 1919px) 22vw, 350px" 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class="label-size-xlarge button-text">Connect on LinkedIn</div></a></div><div id="w-node-deb065c2-9f21-ed22-52c2-519e38910993-ab980bae" class="team-member_modal-text-wrapper"><div class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">Luke Ronkowski</h2><div class="text-size-medium">Sr. Director of Managed Services Research</div></div><div class="w-richtext"><p>Luke Ronkowski is the senior director of <a href="https://www.tsia.com/managed-services" data-wf-native-id-path="a5a98065-beba-888e-6204-205b92ced683_instance-5" data-wf-element-id="a5a98065-beba-888e-6204-205b92ced683" data-wf-cms-context="%5B%7B%22collectionId%22%3A%2265fcaa7967a5853eab9808c0%22%2C%22itemId%22%3A%2265fcaa7967a5853eab980e43%22%7D%5D"> managed services research</a>  for TSIA. In his role, Luke is responsible for leading and delivering TSIA member organizations with operational best practices, fact-based education, and insight into the performance and operations of their managed services business.</p><p>Luke is an experienced IT Services executive with 15+ years of experience in IT and Managed Services businesses, serving in multiple leadership roles. In his most recent role, as Leader of Client Services for Enavate, Luke oversaw all Managed Services in North America, and led the transformation of his organization in designing, planning, and building a Managed Service team, while also increasing gross profits and retention.</p><p>Luke has also served as Leader of Managed Services for Columbus Global, a professional and managed services software organization, where he had direct responsibility for Customer Success. He honed his services expertise with previous leadership roles at Biz Technology Solutions.</p><p>Luke frequently writes about these topics on the TSIA blog: managed services, managed services mistakes, what makes for a successful managed services provider, defining a managed services org structure, creating an executable and measurable managed services strategy, operational processes, and customer engagement.</p></div></div></div></div></div></div><div fs-scrolldisable-element="disable" data-w-id="deb065c2-9f21-ed22-52c2-519e3891097f" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper team-member-image-wrapper-1440bp"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a930d72f17a111e13537_6578c39ece0be80c13ad5cf0_marc-troyan-500x500.png" alt="" sizes="(max-width: 479px) 83vw, (max-width: 767px) 41vw, (max-width: 991px) 28vw, (max-width: 1279px) 23vw, (max-width: 1919px) 22vw, 350px" srcset="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a930d72f17a111e13537_6578c39ece0be80c13ad5cf0_marc-troyan-500x500-p-500.png 500w, https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a930d72f17a111e13537_6578c39ece0be80c13ad5cf0_marc-troyan-500x500.png 500w" class="team-member_image"/></div><div class="team-member_name-wrapper"><div class="text-size-large text-weight-bold">Marc Troyan</div><div class="text-size-regular">Senior Director of Customer Success Research</div></div><div style="opacity:0;display:none" class="modal-wrapper"><div style="-webkit-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-moz-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-ms-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 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class="label-size-xlarge button-text">Connect on LinkedIn</div></a></div><div id="w-node-deb065c2-9f21-ed22-52c2-519e38910993-ab980bae" class="team-member_modal-text-wrapper"><div class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">Marc Troyan</h2><div class="text-size-medium">Senior Director of Customer Success Research</div></div><div class="w-richtext"><p>Marc Troyan is the Senior Director of Customer Success Research for TSIA. In this role, he works closely with member companies to deliver research and advisory programs focused on helping them optimize their customer success organizations and effectively deliver positive and successful customer outcomes.</p><p>Prior to joining TSIA, Marc was the Chief Customer Officer at Heap, where he led the account management, professional services, education and customer support teams. He designed and launched the company’s first NPS program, expanded customer success into EMEA, and led the move of the account management team from sales into customer success.</p><p>Marc came to Heap from SAP, where he was the head of customer success strategy for the SAP Customer Experience business unit. In this role, he built and launched a new customer onboarding and enablement program, created new consulting services offerings, designed a new “voice of the customer” program, and delivered a new customer lifecycle model that was deployed across all SAP Customer Experience product lines. In addition to the customer success strategy team, Marc led the value and adoption strategy consulting, product champions, onboarding and enablement, and business operations teams.</p><p>Marc was also Senior Vice President of customer success at Gigya (which was acquired by SAP), where he built the Customer Success department while also leading solution architecture, account management, customer support, identity strategy consulting, and sales engineering. In this capacity, he led the organization through 3x ARR growth, increased gross retention rate from 64% to 90+%, designed and launched Gigya’s voice of the customer program, and led the integration of the customer success team into SAP’s Customer Experience business unit.</p><p>In total, Marc has over 25 years of experience working for professional services and technology providers including Ernst & Young, Salesforce.com, and Adobe prior to joining Gigya. Since 2007, he has led customer success organizations of varying shapes and sizes. Building these teams and working with amazingly talented people has been his career highlight thus far.</p></div></div></div></div></div></div><div fs-scrolldisable-element="disable" data-w-id="deb065c2-9f21-ed22-52c2-519e3891097f" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper team-member-image-wrapper-1440bp"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a93099e48c46844d0e6c_6577a29625fe8e2058ff2fc9_maria-manning-chapman-500x500.png" alt="" sizes="(max-width: 479px) 83vw, (max-width: 767px) 41vw, (max-width: 991px) 28vw, (max-width: 1279px) 23vw, (max-width: 1919px) 22vw, 350px" srcset="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a93099e48c46844d0e6c_6577a29625fe8e2058ff2fc9_maria-manning-chapman-500x500-p-500.png 500w, 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14 16" fill="none" xmlns="http://www.w3.org/2000/svg"> <path d="M13 1C13.5312 1 14 1.46875 14 2.03125V14C14 14.5625 13.5312 15 13 15H0.96875C0.4375 15 0 14.5625 0 14V2.03125C0 1.46875 0.4375 1 0.96875 1H13ZM4.21875 13V6.34375H2.15625V13H4.21875ZM3.1875 5.40625C3.84375 5.40625 4.375 4.875 4.375 4.21875C4.375 3.5625 3.84375 3 3.1875 3C2.5 3 1.96875 3.5625 1.96875 4.21875C1.96875 4.875 2.5 5.40625 3.1875 5.40625ZM12 13V9.34375C12 7.5625 11.5938 6.15625 9.5 6.15625C8.5 6.15625 7.8125 6.71875 7.53125 7.25H7.5V6.34375H5.53125V13H7.59375V9.71875C7.59375 8.84375 7.75 8 8.84375 8C9.90625 8 9.90625 9 9.90625 9.75V13H12Z" fill="url(#paint0_linear_727_7179)"/> <defs> <linearGradient id="paint0_linear_727_7179" x1="0.745371" y1="18.7541" x2="18.6896" y2="5.45169" gradientUnits="userSpaceOnUse"> <stop stop-color="#002A78"/> <stop offset="0.22049" stop-color="#0053DB"/> <stop offset="0.444452" stop-color="#732EE4"/> <stop offset="0.949669" stop-color="#FF6530"/> </linearGradient> </defs> </svg></div><div class="label-size-xlarge button-text">Connect on LinkedIn</div></a></div><div id="w-node-deb065c2-9f21-ed22-52c2-519e38910993-ab980bae" class="team-member_modal-text-wrapper"><div class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">Maria Manning-Chapman</h2><div class="text-size-medium">Distinguished Vice President of Education Services Research</div></div><div class="w-richtext"><p>Maria Manning-Chapman is the Distinguished Vice President of Education Services Research for TSIA. She has more than 25 years of education experience in the high-technology industry. Her diverse knowledge of the education function spans from the fundamentals of content design, development, and delivery to education services strategy definition and execution.</p><p>‍</p><p>Maria earned the title of TSIA Distinguished Researcher when she reached over ten years in a research role at TSIA, having benchmarked over 140 education services businesses, answered 1,700+ member inquiries, and developed frameworks that helped members address complex business challenges.</p><p>‍</p><p>Maria is well versed in the dynamics of running an education services business and has held leadership positions in operations, virtual learning, business development, curriculum development, delivery, and partner management. She has managed domestic and global education teams for pre-IPO as well as Fortune 500 companies. Throughout her career, Maria has worked with many industry-leading companies such as Ellie Mae, Hewlett-Packard, Mercury Interactive, VERITAS, and Amdahl.</p><p>‍</p><p>Maria frequently writes about these topics on the TSIA blog on the topics of education services, customer adoption, and Learning-as-a-Service (LaaS).</p></div></div></div></div></div></div><div fs-scrolldisable-element="disable" data-w-id="deb065c2-9f21-ed22-52c2-519e3891097f" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper team-member-image-wrapper-1440bp"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/66bbb081d36b13150b45a5a3_Roy-Dockery.png" alt="" class="team-member_image"/></div><div class="team-member_name-wrapper"><div class="text-size-large text-weight-bold">Roy Dockery</div><div class="text-size-regular">Director of Research for Field Services</div></div><div style="opacity:0;display:none" class="modal-wrapper"><div style="-webkit-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-moz-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-ms-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0)" class="team-member_modal"><div fs-scrolldisable-element="enable" data-w-id="deb065c2-9f21-ed22-52c2-519e38910988" class="modal-close"><div class="modal-close_icon w-embed"><svg width="auto" height="auto" viewBox="0 0 22 32" fill="none" xmlns="http://www.w3.org/2000/svg"> <path d="M20.375 22.625C21.1875 23.375 21.1875 24.6875 20.375 25.4375C20 25.8125 19.5 26 19 26C18.4375 26 17.9375 25.8125 17.5625 25.4375L11 18.875L4.375 25.4375C4 25.8125 3.5 26 3 26C2.4375 26 1.9375 25.8125 1.5625 25.4375C0.75 24.6875 0.75 23.375 1.5625 22.625L8.125 16L1.5625 9.4375C0.75 8.6875 0.75 7.375 1.5625 6.625C2.3125 5.8125 3.625 5.8125 4.375 6.625L11 13.1875L17.5625 6.625C18.3125 5.8125 19.625 5.8125 20.375 6.625C21.1875 7.375 21.1875 8.6875 20.375 9.4375L13.8125 16.0625L20.375 22.625Z" fill="#002A78"/> </svg></div></div><div class="team-member_modal-content"><div class="team-member_modal-image-wrapper"><div class="team-member_image-wrapper"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/66bbb081d36b13150b45a5a3_Roy-Dockery.png" alt="" class="team-member_image"/></div><a data-wf-native-id-path="deb065c2-9f21-ed22-52c2-519e3891098f_instance-8" data-wf-element-id="deb065c2-9f21-ed22-52c2-519e3891098f" data-wf-cms-context="%5B%7B%22collectionId%22%3A%2265fcaa7967a5853eab9808c0%22%2C%22itemId%22%3A%2266bbbaa50761d4d50a2cab1f%22%7D%5D" href="https://www.linkedin.com/in/roydockery" target="_blank" class="button is-secondary is-xlarge w-inline-block"><div class="icon-embed-xsmall w-embed"><svg width="14" height="16" viewBox="0 0 14 16" fill="none" xmlns="http://www.w3.org/2000/svg"> <path d="M13 1C13.5312 1 14 1.46875 14 2.03125V14C14 14.5625 13.5312 15 13 15H0.96875C0.4375 15 0 14.5625 0 14V2.03125C0 1.46875 0.4375 1 0.96875 1H13ZM4.21875 13V6.34375H2.15625V13H4.21875ZM3.1875 5.40625C3.84375 5.40625 4.375 4.875 4.375 4.21875C4.375 3.5625 3.84375 3 3.1875 3C2.5 3 1.96875 3.5625 1.96875 4.21875C1.96875 4.875 2.5 5.40625 3.1875 5.40625ZM12 13V9.34375C12 7.5625 11.5938 6.15625 9.5 6.15625C8.5 6.15625 7.8125 6.71875 7.53125 7.25H7.5V6.34375H5.53125V13H7.59375V9.71875C7.59375 8.84375 7.75 8 8.84375 8C9.90625 8 9.90625 9 9.90625 9.75V13H12Z" fill="url(#paint0_linear_727_7179)"/> <defs> <linearGradient id="paint0_linear_727_7179" x1="0.745371" y1="18.7541" x2="18.6896" y2="5.45169" gradientUnits="userSpaceOnUse"> <stop stop-color="#002A78"/> <stop offset="0.22049" stop-color="#0053DB"/> <stop offset="0.444452" stop-color="#732EE4"/> <stop offset="0.949669" stop-color="#FF6530"/> </linearGradient> </defs> </svg></div><div class="label-size-xlarge button-text">Connect on LinkedIn</div></a></div><div id="w-node-deb065c2-9f21-ed22-52c2-519e38910993-ab980bae" class="team-member_modal-text-wrapper"><div class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">Roy Dockery</h2><div class="text-size-medium">Director of Research for Field Services</div></div><div class="w-richtext"><p>Roy Dockery, the Director of Research for Field Services at TSIA, is a highly accomplished leader with a proven track record in driving market growth and achieving top customer satisfaction. He has successfully led organizations through hypergrowth expansion, building resilient cultures, and prioritizing service excellence. With extensive experience in Field Service and Support, Roy is passionate about building teams that exceed expectations and fostering a people-centric culture. As a research leader, he aims to future-proof the Field Service industry by providing valuable insights on AI, talent management, and operational best practices.</p></div></div></div></div></div></div><div fs-scrolldisable-element="disable" data-w-id="deb065c2-9f21-ed22-52c2-519e3891097f" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper team-member-image-wrapper-1440bp"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a932d7c2b0418b04302c_65777e2a46a94d9197f378c1_stephen-fulkerson-500x500.png" alt="" sizes="(max-width: 479px) 83vw, (max-width: 767px) 41vw, (max-width: 991px) 28vw, (max-width: 1279px) 23vw, (max-width: 1919px) 22vw, 350px" srcset="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a932d7c2b0418b04302c_65777e2a46a94d9197f378c1_stephen-fulkerson-500x500-p-500.png 500w, 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class="label-size-xlarge button-text">Connect on LinkedIn</div></a></div><div id="w-node-deb065c2-9f21-ed22-52c2-519e38910993-ab980bae" class="team-member_modal-text-wrapper"><div class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">Stephen Fulkerson</h2><div class="text-size-medium">Vice President of Customer Success Research</div></div><div class="w-richtext"><p>Stephen Fulkerson is the Vice President of Customer Success Research for TSIA. In this role, he works closely with member companies to deliver research and advisory programs focused on helping them optimize their customer success organizations and effectively deliver positive and successful customer outcomes.</p><p>‍</p><p>Prior to joining TSIA, Stephen was the Vice President of Customer Success at Upland Software, where he successfully consolidated ten separate customer success teams to perform under one Upland umbrella resulting in a seamless and unified customer success experience. He personally led company executive efforts to increase the NPS by 70 points in eighteen months while also securing renewals, driving expansions, and cross-sell opportunities. During his time at Upland, he also skillfully led the Customer Experience and Customer Training departments.</p><p>‍</p><p>Stephen was also Vice President of Customer Success at Alert Logic, where he built the Customer Success department while also overseeing onboarding, training, and customer support. In this capacity, he successfully broke numerous company records for onboarding and improved customer experiences.</p><p>‍</p><p>Stephen has over 25+ years of experience working in technology companies and has been a leader in professional services, technical account management, and business development for APAC and LATAM operations. Stephen started his career in customer success in 2004 and he has spent the bulk of his technical career-building customer success organizations and finds this work the most rewarding for both serving the customer and the company.</p></div></div></div></div></div></div><div fs-scrolldisable-element="disable" data-w-id="deb065c2-9f21-ed22-52c2-519e3891097f" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper team-member-image-wrapper-1440bp"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a93309a9cd146328e515_65779faa2f07301bb337c35b_vele-galovski-500x500.png" alt="" sizes="(max-width: 479px) 83vw, (max-width: 767px) 41vw, (max-width: 991px) 28vw, (max-width: 1279px) 23vw, (max-width: 1919px) 22vw, 350px" srcset="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a93309a9cd146328e515_65779faa2f07301bb337c35b_vele-galovski-500x500-p-500.png 500w, 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1H13ZM4.21875 13V6.34375H2.15625V13H4.21875ZM3.1875 5.40625C3.84375 5.40625 4.375 4.875 4.375 4.21875C4.375 3.5625 3.84375 3 3.1875 3C2.5 3 1.96875 3.5625 1.96875 4.21875C1.96875 4.875 2.5 5.40625 3.1875 5.40625ZM12 13V9.34375C12 7.5625 11.5938 6.15625 9.5 6.15625C8.5 6.15625 7.8125 6.71875 7.53125 7.25H7.5V6.34375H5.53125V13H7.59375V9.71875C7.59375 8.84375 7.75 8 8.84375 8C9.90625 8 9.90625 9 9.90625 9.75V13H12Z" fill="url(#paint0_linear_727_7179)"/> <defs> <linearGradient id="paint0_linear_727_7179" x1="0.745371" y1="18.7541" x2="18.6896" y2="5.45169" gradientUnits="userSpaceOnUse"> <stop stop-color="#002A78"/> <stop offset="0.22049" stop-color="#0053DB"/> <stop offset="0.444452" stop-color="#732EE4"/> <stop offset="0.949669" stop-color="#FF6530"/> </linearGradient> </defs> </svg></div><div class="label-size-xlarge button-text">Connect on LinkedIn</div></a></div><div id="w-node-deb065c2-9f21-ed22-52c2-519e38910993-ab980bae" class="team-member_modal-text-wrapper"><div class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">Vele Galovski</h2><div class="text-size-medium">Vice President of Support Services</div></div><div class="w-richtext"><p>Vele Galovski is the Vice President of Support Services for TSIA. In this role, he works closely with member companies to deliver research and advisory programs focused on helping them optimize customer support and field service delivery and engineer profitable customer outcomes.</p><p>‍</p><p>During his career as a services executive, he has provided thought leadership and driven breakthrough performance in high profile assignments in a diverse set of companies including: Xerox, Eastman Kodak, Bank of America, NVR and several Cloud Services startups.</p><p>‍</p><p>Throughout his nearly 30 years in the industry, Vele has consistently driven double digit top line growth with a proven retain, gain, and grow strategy; and bottom line profitability with a focused “cost down” process. He has been awarded a patent “Method and system to manage achieving an objective”, is a Six Sigma Black Belt, and is a Licensed Professional Engineer. Vele has also written a book, The Perpetual Innovation Machine, which describes a holistic approach to management based on ambitious goal setting, data driven analysis, skillful prioritization, inspiring leadership, and the “lost art” of employee engagement.</p><p>‍</p><p>Vele earned his MBA and Civil and Environmental Engineering BS from Clarkson University in Potsdam, NY.</p><p>‍</p><p>Vele frequently writes about these topics on the TSIA blog on the topics of field services, artificial intelligence (AI), intro to the Internet of Things (IoT), and spare parts logistics.</p></div></div></div></div></div></div></div></div></div><div data-w-tab="Tab 2" class="expert-team_tab-pane w-tab-pane"><div class="w-dyn-list"><div role="list" class="expert-team_list w-dyn-items"><div fs-scrolldisable-element="disable" data-w-id="c905b1c8-e321-8498-755c-3d12cc2ca9e9" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/66451d4a68a4c7edc12cac64_George%20Humphrey%20headshot.png" alt="" sizes="(max-width: 479px) 83vw, (max-width: 767px) 41vw, (max-width: 991px) 28vw, (max-width: 1279px) 23vw, (max-width: 1919px) 22vw, 350px" srcset="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/66451d4a68a4c7edc12cac64_George%20Humphrey%20headshot-p-500.png 500w, https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/66451d4a68a4c7edc12cac64_George%20Humphrey%20headshot.png 525w" class="team-member_image"/></div><div class="team-member_name-wrapper"><div class="text-size-large text-weight-bold">George Humphrey</div><div class="text-size-regular">Distinguished Vice President and Managing Director</div></div><div style="opacity:0;display:none" class="modal-wrapper"><div style="-webkit-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 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<defs> <linearGradient id="paint0_linear_713_13997" x1="0.745371" y1="18.7541" x2="18.6896" y2="5.45169" gradientUnits="userSpaceOnUse"> <stop stop-color="#002A78"/> <stop offset="0.22049" stop-color="#0053DB"/> <stop offset="0.444452" stop-color="#732EE4"/> <stop offset="0.949669" stop-color="#FF6530"/> </linearGradient> </defs> </svg></div><div class="label-size-xlarge button-text">Connect on LinkedIn</div></a></div><div id="w-node-c905b1c8-e321-8498-755c-3d12cc2ca9fd-ab980bae" class="team-member_modal-text-wrapper"><div class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">George Humphrey</h2><div class="text-size-medium">Distinguished Vice President and Managing Director</div></div><div class="w-richtext"><p>George Humphrey serves as the Vice President and Managing Director for TSIA. Touting more than three decades of technology business knowledge in the networking and communications space, Humphrey is a valued resource and advisor to many of the world’s most successful technology business ventures.</p><p>‍<br/><br/>Humphrey has a long history of leading managed services product management, client management, systems engineering, tools and architecture development, sales, delivery operations, process definition, and global strategy. Prior to TSIA, he was responsible for introducing the world’s first voice/data converged platform. During his time with Avaya and Lucent, he launched the first globally standardized product realization processes, as well as service realization and lifecycle processes, transforming their business functions. Today he holds seven global patents in communications and networking.</p><p>‍</p><p>As a research leader at TSIA, Humphrey’s insights are regularly leveraged by Fortune 500 companies through his advisory work, public speaking engagements, research reports, and publicly shared content on a variety of evolving business topics.</p></div></div></div></div></div></div><div fs-scrolldisable-element="disable" data-w-id="c905b1c8-e321-8498-755c-3d12cc2ca9e9" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92ec8c942d0b19b52f8_6578c86d875f2601a41ecdd7_hal-stanley-500x500.png" alt="" sizes="(max-width: 479px) 83vw, (max-width: 767px) 41vw, (max-width: 991px) 28vw, (max-width: 1279px) 23vw, (max-width: 1919px) 22vw, 350px" srcset="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92ec8c942d0b19b52f8_6578c86d875f2601a41ecdd7_hal-stanley-500x500-p-500.png 500w, https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92ec8c942d0b19b52f8_6578c86d875f2601a41ecdd7_hal-stanley-500x500.png 500w" class="team-member_image"/></div><div class="team-member_name-wrapper"><div class="text-size-large text-weight-bold">Hal Stanley</div><div class="text-size-regular">Vice President of Offering Management Research and Advisory</div></div><div style="opacity:0;display:none" class="modal-wrapper"><div style="-webkit-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-moz-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-ms-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0)" 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class="label-size-xlarge button-text">Connect on LinkedIn</div></a></div><div id="w-node-c905b1c8-e321-8498-755c-3d12cc2ca9fd-ab980bae" class="team-member_modal-text-wrapper"><div class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">Hal Stanley</h2><div class="text-size-medium">Vice President of Offering Management Research and Advisory</div></div><div class="w-richtext"><p>Hal Stanley is the Vice President of Offering Management Research and Advisory for TSIA. In this role, Hal is responsible for the research agenda that informs his engagement with member companies offering them best practices and data-influenced research for creating compelling service offers.</p><p>‍</p><p>Prior to joining TSIA, Hal held various senior leadership roles with companies including McAfee, Symantec, and Websense. His deep experience as a marketing strategist and quick ability to spot market patterns and growth opportunities for complex products and services has made him a valuable asset in his past roles and proves to be an asset to TSIA members as well. </p><p>‍</p><p>Hal has a passion to amplify the customer voice. By listening skillfully to customers and coworkers to identify actionable insights, he connects people and teams to their stated outcomes.</p><p>‍</p><p>Hal is a gifted communicator who reduces the complex to simplified, consumable frameworks that accelerate team progress. A proven leader, Hal can facilitate diverse groups to arrive at the right conclusion for the business.</p><p>‍<br/><br/>Hal contributes to the TSIA blog on the topics of monetizing customer success programs, optimizing premium service portfolios, and creating and launching outcome-based services.</p></div></div></div></div></div></div><div fs-scrolldisable-element="disable" data-w-id="c905b1c8-e321-8498-755c-3d12cc2ca9e9" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/66451d66028684beeea89845_Thomas%20Lah%20headshot.png" alt="" sizes="(max-width: 479px) 83vw, (max-width: 767px) 41vw, (max-width: 991px) 28vw, (max-width: 1279px) 23vw, (max-width: 1919px) 22vw, 350px" srcset="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/66451d66028684beeea89845_Thomas%20Lah%20headshot-p-500.png 500w, 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13V6.34375H2.15625V13H4.21875ZM3.1875 5.40625C3.84375 5.40625 4.375 4.875 4.375 4.21875C4.375 3.5625 3.84375 3 3.1875 3C2.5 3 1.96875 3.5625 1.96875 4.21875C1.96875 4.875 2.5 5.40625 3.1875 5.40625ZM12 13V9.34375C12 7.5625 11.5938 6.15625 9.5 6.15625C8.5 6.15625 7.8125 6.71875 7.53125 7.25H7.5V6.34375H5.53125V13H7.59375V9.71875C7.59375 8.84375 7.75 8 8.84375 8C9.90625 8 9.90625 9 9.90625 9.75V13H12Z" fill="url(#paint0_linear_713_13997)"/> <defs> <linearGradient id="paint0_linear_713_13997" x1="0.745371" y1="18.7541" x2="18.6896" y2="5.45169" gradientUnits="userSpaceOnUse"> <stop stop-color="#002A78"/> <stop offset="0.22049" stop-color="#0053DB"/> <stop offset="0.444452" stop-color="#732EE4"/> <stop offset="0.949669" stop-color="#FF6530"/> </linearGradient> </defs> </svg></div><div class="label-size-xlarge button-text">Connect on LinkedIn</div></a></div><div id="w-node-c905b1c8-e321-8498-755c-3d12cc2ca9fd-ab980bae" class="team-member_modal-text-wrapper"><div class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">Thomas Lah</h2><div class="text-size-medium">Executive Director and Executive Vice President</div></div><div class="w-richtext"><p>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, including <em>Technology-as-a-Service Playbook: How to Grow a Profitable Subscription Business</em> (2016) and <em>Digital Hesitation: Why B2B Companies Aren’t Reaching Their Full Digital Potential</em> (2022). Thomas is also the host of TSIA’s podcast, <em>TECHtonic: Trends in Technology and Services</em>. For over 20 years, he has been helping some of the world's largest technology companies improve the efficiency of their daily operations.</p><p>‍</p><p>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.</p><p>‍<br/><br/>Thomas frequently writes about these topics on the TSIA blog: customer adoption, B4B, customer outcomes, outcome engineering, X-as-a-Service (XaaS).</p></div></div></div></div></div></div></div></div></div><div data-w-tab="Tab 3" class="expert-team_tab-pane w-tab-pane"><div class="w-dyn-list"><div role="list" class="expert-team_list w-dyn-items"><div fs-scrolldisable-element="disable" data-w-id="f5246686-66dc-4887-a904-ae71bfa0bd8a" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92ead3ceb57b33951d8_6578c8eadcdccf7cdffb2b1a_jack-johnson-500.png" alt="" sizes="(max-width: 479px) 83vw, (max-width: 767px) 41vw, (max-width: 991px) 28vw, (max-width: 1279px) 23vw, (max-width: 1919px) 22vw, 350px" srcset="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92ead3ceb57b33951d8_6578c8eadcdccf7cdffb2b1a_jack-johnson-500-p-500.png 500w, https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92ead3ceb57b33951d8_6578c8eadcdccf7cdffb2b1a_jack-johnson-500.png 500w" class="team-member_image"/></div><div class="team-member_name-wrapper"><div class="text-size-large text-weight-bold">Jack Johnson</div><div class="text-size-regular">Vice President of Customer Growth and Renewal Research</div></div><div style="opacity:0;display:none" class="modal-wrapper"><div style="-webkit-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-moz-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-ms-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) 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</svg></div><div class="label-size-xlarge button-text">Connect on LinkedIn</div></a></div><div id="w-node-f5246686-66dc-4887-a904-ae71bfa0bd9e-ab980bae" class="team-member_modal-text-wrapper"><div class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">Jack Johnson</h2><div class="text-size-medium">Vice President of Customer Growth and Renewal Research</div></div><div class="w-richtext"><p>Jack Johnson is the Vice President of Customer Growth and Renewal Research for TSIA. In this role, he works closely with member companies to deliver research and advisory programs focused on helping them grow and renew services revenue effectively.</p><p>‍</p><p>Prior to joining TSIA, Jack was principle of his customer success consultancy, and held the position of Vice President of Business Strategy at ServiceSource. There, he participated in a business transformation effort to innovate execution capabilities at ServiceSource, and led development of a new solution offering to optimize renewal services in/through the channel.</p><p>‍</p><p>Jack began his career at Digital Equipment Corporation in Services Sales and Support Delivery. At DEC, he participated in the first of many business transformation efforts building Renewals organizations. He has since held Renewals, Customer Success, and Operations leadership positions at technology companies providing enterprise software or hardware, or in business services companies helping technology companies grow recurring revenue.</p><p>‍</p><p>Jack led renewals organizations for Auspex, Riverstone Networks, and BEA Systems, and then while leading renewal operations at ServiceSource, Rainmaker Systems, and Concentrix, he supported dozens of technology companies to optimize their recurring revenue performance. Jack’s experience across various practices within the technology industry provides him with a unique ability to apply his in-depth knowledge of customer retention strategy, processes, and best practices as it directly relates to each of TSIA's research practices.</p></div></div></div></div></div></div><div fs-scrolldisable-element="disable" data-w-id="f5246686-66dc-4887-a904-ae71bfa0bd8a" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92eee1837e0961f4dff_6578c92e494e22bf6537f07e_jared-raftery-500.png" alt="" sizes="(max-width: 479px) 83vw, (max-width: 767px) 41vw, (max-width: 991px) 28vw, (max-width: 1279px) 23vw, (max-width: 1919px) 22vw, 350px" srcset="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92eee1837e0961f4dff_6578c92e494e22bf6537f07e_jared-raftery-500-p-500.png 500w, 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class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">Jared Raftery</h2><div class="text-size-medium">Director of Revenue Research and Advisory</div></div><div class="w-richtext"><p>Jared Raftery is the Director of Revenue Research and Advisory for TSIA. In this role, he works with member companies to help them optimize their channels to drive incremental revenue at scale for XaaS offerings.</p><p>Jared is an industry thought-leader who has over 20 years of professional experience across the public and private sectors. Prior to arriving at TSIA, Jared built the Cloud and Managed Services partner program at Juniper Networks. He also developed a comprehensive strategy that enabled Juniper partners to create a step-by-step blueprint for success with recurring revenue. Jared joined Juniper from Cisco Systems, where he pioneered their global partner strategy for Customer Success—his groundbreaking work led to Cisco earning TSIA’s STAR Award for Best Practices in Customer Success.</p><p>Early in his career, Jared was a Sales Champion at Xerox Corporation. Following 9/11, he served as a pilot in the U.S. Navy and later served as the “Face of the Navy” on Capitol Hill.</p></div></div></div></div></div></div><div fs-scrolldisable-element="disable" data-w-id="f5246686-66dc-4887-a904-ae71bfa0bd8a" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/66451d66028684beeea89845_Thomas%20Lah%20headshot.png" alt="" sizes="(max-width: 479px) 83vw, (max-width: 767px) 41vw, (max-width: 991px) 28vw, (max-width: 1279px) 23vw, (max-width: 1919px) 22vw, 350px" srcset="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/66451d66028684beeea89845_Thomas%20Lah%20headshot-p-500.png 500w, https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/66451d66028684beeea89845_Thomas%20Lah%20headshot.png 525w" class="team-member_image"/></div><div class="team-member_name-wrapper"><div class="text-size-large text-weight-bold">Thomas Lah</div><div class="text-size-regular">Executive Director and Executive Vice President</div></div><div style="opacity:0;display:none" class="modal-wrapper"><div style="-webkit-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-moz-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-ms-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0)" class="team-member_modal"><div fs-scrolldisable-element="enable" data-w-id="f5246686-66dc-4887-a904-ae71bfa0bd93" class="modal-close"><div class="modal-close_icon w-embed"><svg width="auto" height="auto" viewBox="0 0 22 32" fill="none" xmlns="http://www.w3.org/2000/svg"> <path d="M20.375 22.625C21.1875 23.375 21.1875 24.6875 20.375 25.4375C20 25.8125 19.5 26 19 26C18.4375 26 17.9375 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7.53125 7.25H7.5V6.34375H5.53125V13H7.59375V9.71875C7.59375 8.84375 7.75 8 8.84375 8C9.90625 8 9.90625 9 9.90625 9.75V13H12Z" fill="url(#paint0_linear_713_13997)"/> <defs> <linearGradient id="paint0_linear_713_13997" x1="0.745371" y1="18.7541" x2="18.6896" y2="5.45169" gradientUnits="userSpaceOnUse"> <stop stop-color="#002A78"/> <stop offset="0.22049" stop-color="#0053DB"/> <stop offset="0.444452" stop-color="#732EE4"/> <stop offset="0.949669" stop-color="#FF6530"/> </linearGradient> </defs> </svg></div><div class="label-size-xlarge button-text">Connect on LinkedIn</div></a></div><div id="w-node-f5246686-66dc-4887-a904-ae71bfa0bd9e-ab980bae" class="team-member_modal-text-wrapper"><div class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">Thomas Lah</h2><div class="text-size-medium">Executive Director and Executive Vice President</div></div><div class="w-richtext"><p>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, including <em>Technology-as-a-Service Playbook: How to Grow a Profitable Subscription Business</em> (2016) and <em>Digital Hesitation: Why B2B Companies Aren’t Reaching Their Full Digital Potential</em> (2022). Thomas is also the host of TSIA’s podcast, <em>TECHtonic: Trends in Technology and Services</em>. For over 20 years, he has been helping some of the world's largest technology companies improve the efficiency of their daily operations.</p><p>‍</p><p>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.</p><p>‍<br/><br/>Thomas frequently writes about these topics on the TSIA blog: customer adoption, B4B, customer outcomes, outcome engineering, X-as-a-Service (XaaS).</p></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div></section><section class="section_about-senior-leadership"><div class="padding-global"><div class="container-large"><div class="padding-bottom padding-xxlarge"></div><div class="senior-leadership_component"><div class="senior-leadership_header"><h2>Our senior leadership</h2><div class="text-size-large">With over a century of combined experience, our leadership team has been hand-selected to serve your organization’s needs.</div></div><div class="w-dyn-list"><div role="list" class="senior-leadership_list w-dyn-items"><div fs-scrolldisable-element="disable" data-w-id="49ba56d0-d99f-fc8f-cc17-3115056abeff" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92b1b9c59759c4d08da_6578c698e5d97c61349268db_andrew-cromey-500.png" alt="" class="team-member_image"/></div><div class="team-member_name-wrapper"><div class="text-size-large text-weight-bold">Andrew Cromey</div><div class="text-size-regular">Senior Vice President, Renewals Optimization</div></div><div style="opacity:0;display:none" class="modal-wrapper"><div style="-webkit-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-moz-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-ms-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0)" class="team-member_modal"><div fs-scrolldisable-element="enable" data-w-id="89439b3c-b4cb-a7ed-4154-c36f336f9bbe" class="modal-close"><div class="modal-close_icon w-embed"><svg width="auto" height="auto" viewBox="0 0 22 32" fill="none" xmlns="http://www.w3.org/2000/svg"> <path d="M20.375 22.625C21.1875 23.375 21.1875 24.6875 20.375 25.4375C20 25.8125 19.5 26 19 26C18.4375 26 17.9375 25.8125 17.5625 25.4375L11 18.875L4.375 25.4375C4 25.8125 3.5 26 3 26C2.4375 26 1.9375 25.8125 1.5625 25.4375C0.75 24.6875 0.75 23.375 1.5625 22.625L8.125 16L1.5625 9.4375C0.75 8.6875 0.75 7.375 1.5625 6.625C2.3125 5.8125 3.625 5.8125 4.375 6.625L11 13.1875L17.5625 6.625C18.3125 5.8125 19.625 5.8125 20.375 6.625C21.1875 7.375 21.1875 8.6875 20.375 9.4375L13.8125 16.0625L20.375 22.625Z" fill="#002A78"/> </svg></div></div><div class="team-member_modal-content"><div class="team-member_modal-image-wrapper"><div class="team-member_image-wrapper"><div 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3C3.5 3 2.96875 3.5625 2.96875 4.21875C2.96875 4.875 3.5 5.40625 4.1875 5.40625ZM13 13V9.34375C13 7.5625 12.5938 6.15625 10.5 6.15625C9.5 6.15625 8.8125 6.71875 8.53125 7.25H8.5V6.34375H6.53125V13H8.59375V9.71875C8.59375 8.84375 8.75 8 9.84375 8C10.9062 8 10.9062 9 10.9062 9.75V13H13Z" fill="url(#paint0_linear_4695_4698)"/> <defs> <linearGradient id="paint0_linear_4695_4698" x1="1.74537" y1="18.7541" x2="19.6896" y2="5.45169" gradientUnits="userSpaceOnUse"> <stop stop-color="#002A78"/> <stop offset="0.22049" stop-color="#0053DB"/> <stop offset="0.444452" stop-color="#732EE4"/> <stop offset="0.949669" stop-color="#FF6530"/> </linearGradient> </defs> </svg></div><div class="label-size-xlarge button-text">Connect on LinkedIn</div></a></div><div id="w-node-_89439b3c-b4cb-a7ed-4154-c36f336f9bc9-ab980bae" class="team-member_modal-text-wrapper"><div class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">Andrew Cromey</h2><div class="text-size-medium">Senior Vice President, Renewals Optimization</div></div><div class="w-richtext"><p>Andrew Cromey is the Senior Vice President of Renewals Optimization for TSIA. He is responsible for value realization across <a href="https://www.tsia.com/why-tsia/our-community" target="_blank" data-wf-native-id-path="529feba7-7cd3-35f4-c0e7-adb18132dcc8_instance-0" data-wf-element-id="529feba7-7cd3-35f4-c0e7-adb18132dcc8" data-wf-cms-context="%5B%7B%22collectionId%22%3A%2265fcaa7967a5853eab9808c0%22%2C%22itemId%22%3A%2265fcaa7967a5853eab980db8%22%7D%5D">TSIA’s community of leading global technology firms</a>, with accountability for subscription adoption, renewal, and expansion</p><p>Andrew has more than twenty years of experience leading high-growth data-as-a-service providers of management best practice insights and technology. Prior to joining TSIA, he held a variety of executive positions at CEB (now Gartner), including chief of staff in the office of the chairman and CEO, where he spearheaded corporate growth initiatives, communications, and operational analysis for the firm’s executive committee and board of directors. Andrew also served as practice manager leading several of CEB’s business units, including practices serving COOs and heads of strategy and corporate development, with management responsibility over global sales, account management, and research.</p><p>Andrew holds a JD-MBA from the Kellogg School of Management and Northwestern Pritzker School of Law, an M.S. in operations management from the University of Maryland Smith School of Business, and a B.A. in Economics from St. Mary’s College of Maryland. He has also taught graduate and undergraduate level courses in business and management.</p></div></div></div></div></div></div><div fs-scrolldisable-element="disable" data-w-id="49ba56d0-d99f-fc8f-cc17-3115056abeff" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92c33d6a929d4728623_6578c810359e406c0c3f7963_dina-rutledge-500.png" alt="" sizes="(max-width: 479px) 83vw, (max-width: 767px) 41vw, (max-width: 991px) 27vw, (max-width: 1279px) 28vw, 350px" srcset="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92c33d6a929d4728623_6578c810359e406c0c3f7963_dina-rutledge-500-p-500.png 500w, https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92c33d6a929d4728623_6578c810359e406c0c3f7963_dina-rutledge-500.png 500w" class="team-member_image"/></div><div class="team-member_name-wrapper"><div class="text-size-large text-weight-bold">Dina Rutledge</div><div class="text-size-regular">Senior Vice President of Operations</div></div><div style="opacity:0;display:none" class="modal-wrapper"><div style="-webkit-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-moz-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-ms-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0)" class="team-member_modal"><div fs-scrolldisable-element="enable" data-w-id="89439b3c-b4cb-a7ed-4154-c36f336f9bbe" class="modal-close"><div class="modal-close_icon w-embed"><svg width="auto" height="auto" viewBox="0 0 22 32" fill="none" xmlns="http://www.w3.org/2000/svg"> <path d="M20.375 22.625C21.1875 23.375 21.1875 24.6875 20.375 25.4375C20 25.8125 19.5 26 19 26C18.4375 26 17.9375 25.8125 17.5625 25.4375L11 18.875L4.375 25.4375C4 25.8125 3.5 26 3 26C2.4375 26 1.9375 25.8125 1.5625 25.4375C0.75 24.6875 0.75 23.375 1.5625 22.625L8.125 16L1.5625 9.4375C0.75 8.6875 0.75 7.375 1.5625 6.625C2.3125 5.8125 3.625 5.8125 4.375 6.625L11 13.1875L17.5625 6.625C18.3125 5.8125 19.625 5.8125 20.375 6.625C21.1875 7.375 21.1875 8.6875 20.375 9.4375L13.8125 16.0625L20.375 22.625Z" fill="#002A78"/> </svg></div></div><div class="team-member_modal-content"><div class="team-member_modal-image-wrapper"><div class="team-member_image-wrapper"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92c33d6a929d4728623_6578c810359e406c0c3f7963_dina-rutledge-500.png" alt="" sizes="100vw" srcset="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92c33d6a929d4728623_6578c810359e406c0c3f7963_dina-rutledge-500-p-500.png 500w, https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92c33d6a929d4728623_6578c810359e406c0c3f7963_dina-rutledge-500.png 500w" class="team-member_image"/></div><a data-wf-native-id-path="89439b3c-b4cb-a7ed-4154-c36f336f9bc5_instance-1" data-wf-element-id="89439b3c-b4cb-a7ed-4154-c36f336f9bc5" data-wf-cms-context="%5B%7B%22collectionId%22%3A%2265fcaa7967a5853eab9808c0%22%2C%22itemId%22%3A%2265fcaa7967a5853eab980e1d%22%7D%5D" href="#" class="button is-secondary is-xlarge w-inline-block w-condition-invisible"><div class="icon-embed-xsmall w-embed"><svg width="16" height="16" viewBox="0 0 16 16" fill="none" xmlns="http://www.w3.org/2000/svg"> <path d="M14 1C14.5312 1 15 1.46875 15 2.03125V14C15 14.5625 14.5312 15 14 15H1.96875C1.4375 15 1 14.5625 1 14V2.03125C1 1.46875 1.4375 1 1.96875 1H14ZM5.21875 13V6.34375H3.15625V13H5.21875ZM4.1875 5.40625C4.84375 5.40625 5.375 4.875 5.375 4.21875C5.375 3.5625 4.84375 3 4.1875 3C3.5 3 2.96875 3.5625 2.96875 4.21875C2.96875 4.875 3.5 5.40625 4.1875 5.40625ZM13 13V9.34375C13 7.5625 12.5938 6.15625 10.5 6.15625C9.5 6.15625 8.8125 6.71875 8.53125 7.25H8.5V6.34375H6.53125V13H8.59375V9.71875C8.59375 8.84375 8.75 8 9.84375 8C10.9062 8 10.9062 9 10.9062 9.75V13H13Z" fill="url(#paint0_linear_4695_4698)"/> <defs> <linearGradient id="paint0_linear_4695_4698" x1="1.74537" y1="18.7541" x2="19.6896" y2="5.45169" gradientUnits="userSpaceOnUse"> <stop stop-color="#002A78"/> <stop offset="0.22049" stop-color="#0053DB"/> <stop offset="0.444452" stop-color="#732EE4"/> <stop offset="0.949669" stop-color="#FF6530"/> </linearGradient> </defs> </svg></div><div class="label-size-xlarge button-text">Connect on LinkedIn</div></a></div><div id="w-node-_89439b3c-b4cb-a7ed-4154-c36f336f9bc9-ab980bae" class="team-member_modal-text-wrapper"><div class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">Dina Rutledge</h2><div class="text-size-medium">Senior Vice President of Operations</div></div><div class="w-richtext"><p>Dina Rutledge is the Senior Vice President of Operations for TSIA. In this role, she is responsible for the finance, human resources, talent and training acquisitions, IT/cyber securities, facilities, legal, and contract executions for TSIA. Dina and her team are also responsible for overseeing the deal desk for the sales channels. </p><p>‍</p><p>In her role at TSIA, Dina strives to foster a culture within her team, as well as company-wide, that human resources is no longer the “principal’s office.” She and her team aim to provide operational support and fulfill the needs of all internal and external stakeholders quickly and efficiently.</p><p>‍</p><p>Dina has 20 years of experience in her field, holds a bachelor of science degree in accounting, an MBA, and served in the U.S. Marine Corps.</p><p>‍</p></div></div></div></div></div></div><div fs-scrolldisable-element="disable" data-w-id="49ba56d0-d99f-fc8f-cc17-3115056abeff" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/66451d8c16c7eea4c4a7a8af_J.B.%20Wood%20headshot.png" alt="" sizes="(max-width: 479px) 83vw, (max-width: 767px) 41vw, (max-width: 991px) 27vw, (max-width: 1279px) 28vw, 350px" srcset="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/66451d8c16c7eea4c4a7a8af_J.B.%20Wood%20headshot-p-500.png 500w, https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/66451d8c16c7eea4c4a7a8af_J.B.%20Wood%20headshot.png 525w" class="team-member_image"/></div><div class="team-member_name-wrapper"><div class="text-size-large text-weight-bold">J.B. Wood</div><div class="text-size-regular">President and CEO</div></div><div style="opacity:0;display:none" class="modal-wrapper"><div style="-webkit-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-moz-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-ms-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0)" class="team-member_modal"><div fs-scrolldisable-element="enable" data-w-id="89439b3c-b4cb-a7ed-4154-c36f336f9bbe" class="modal-close"><div class="modal-close_icon w-embed"><svg width="auto" height="auto" viewBox="0 0 22 32" fill="none" xmlns="http://www.w3.org/2000/svg"> <path d="M20.375 22.625C21.1875 23.375 21.1875 24.6875 20.375 25.4375C20 25.8125 19.5 26 19 26C18.4375 26 17.9375 25.8125 17.5625 25.4375L11 18.875L4.375 25.4375C4 25.8125 3.5 26 3 26C2.4375 26 1.9375 25.8125 1.5625 25.4375C0.75 24.6875 0.75 23.375 1.5625 22.625L8.125 16L1.5625 9.4375C0.75 8.6875 0.75 7.375 1.5625 6.625C2.3125 5.8125 3.625 5.8125 4.375 6.625L11 13.1875L17.5625 6.625C18.3125 5.8125 19.625 5.8125 20.375 6.625C21.1875 7.375 21.1875 8.6875 20.375 9.4375L13.8125 16.0625L20.375 22.625Z" fill="#002A78"/> </svg></div></div><div class="team-member_modal-content"><div class="team-member_modal-image-wrapper"><div class="team-member_image-wrapper"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/66451d8c16c7eea4c4a7a8af_J.B.%20Wood%20headshot.png" alt="" sizes="100vw" srcset="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/66451d8c16c7eea4c4a7a8af_J.B.%20Wood%20headshot-p-500.png 500w, https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/66451d8c16c7eea4c4a7a8af_J.B.%20Wood%20headshot.png 525w" class="team-member_image"/></div><a data-wf-native-id-path="89439b3c-b4cb-a7ed-4154-c36f336f9bc5_instance-2" data-wf-element-id="89439b3c-b4cb-a7ed-4154-c36f336f9bc5" data-wf-cms-context="%5B%7B%22collectionId%22%3A%2265fcaa7967a5853eab9808c0%22%2C%22itemId%22%3A%2265fcaa7967a5853eab980e3d%22%7D%5D" href="#" class="button is-secondary is-xlarge w-inline-block w-condition-invisible"><div class="icon-embed-xsmall w-embed"><svg width="16" height="16" viewBox="0 0 16 16" fill="none" xmlns="http://www.w3.org/2000/svg"> <path d="M14 1C14.5312 1 15 1.46875 15 2.03125V14C15 14.5625 14.5312 15 14 15H1.96875C1.4375 15 1 14.5625 1 14V2.03125C1 1.46875 1.4375 1 1.96875 1H14ZM5.21875 13V6.34375H3.15625V13H5.21875ZM4.1875 5.40625C4.84375 5.40625 5.375 4.875 5.375 4.21875C5.375 3.5625 4.84375 3 4.1875 3C3.5 3 2.96875 3.5625 2.96875 4.21875C2.96875 4.875 3.5 5.40625 4.1875 5.40625ZM13 13V9.34375C13 7.5625 12.5938 6.15625 10.5 6.15625C9.5 6.15625 8.8125 6.71875 8.53125 7.25H8.5V6.34375H6.53125V13H8.59375V9.71875C8.59375 8.84375 8.75 8 9.84375 8C10.9062 8 10.9062 9 10.9062 9.75V13H13Z" fill="url(#paint0_linear_4695_4698)"/> <defs> <linearGradient id="paint0_linear_4695_4698" x1="1.74537" y1="18.7541" x2="19.6896" y2="5.45169" gradientUnits="userSpaceOnUse"> <stop stop-color="#002A78"/> <stop offset="0.22049" stop-color="#0053DB"/> <stop offset="0.444452" stop-color="#732EE4"/> <stop offset="0.949669" stop-color="#FF6530"/> </linearGradient> </defs> </svg></div><div class="label-size-xlarge button-text">Connect on LinkedIn</div></a></div><div id="w-node-_89439b3c-b4cb-a7ed-4154-c36f336f9bc9-ab980bae" class="team-member_modal-text-wrapper"><div class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">J.B. Wood</h2><div class="text-size-medium">President and CEO</div></div><div class="w-richtext"><p>J.B. Wood is president and CEO of the Technology & Services Industry Association (TSIA), the leading association for today's technology and services organizations. Through TSIA, Wood works with the world's largest B2B technology companies on strategies to increase growth and profitability through the optimization of their services, sales, product, and channel operations.</p><p>‍</p><p>He is a frequent industry speaker on the topics of business outcome engineering, X-as-a-Service (XaaS) business models, transformations in the traditional customer-supplier relationship, and TSIA's LAER customer engagement model (Land, Adopt, Expand, and Renew).</p><p>‍</p><p>Wood has authored several popular books, including <em>Complexity Avalanche </em>(2009), <em>Consumption Economics</em> (2011), <em>B4B</em> (2013), <em>Technology-as-a-Service Playbook: How to Grow a Profitable Subscription Business</em> (2016) and <em>Digital Hesitation: Why B2B Companies Aren’t Reaching Their Full Digital Potential</em> (2022) He has also appeared in such leading publications as <em>Fortune</em>, <em>The</em> <em>New York Times</em>, and <em>The Wall Street Journal</em>.</p><p>‍</p><p>J.B. frequently writes about these topics on the TSIA blog: customer outcomes, B4B, X-as-a-Service (XaaS), and the LAER Model.</p></div></div></div></div></div></div><div fs-scrolldisable-element="disable" data-w-id="49ba56d0-d99f-fc8f-cc17-3115056abeff" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/6643aff76db68f18a6710550_jeremy-dalletezze-500x500.png" alt="" class="team-member_image"/></div><div class="team-member_name-wrapper"><div class="text-size-large text-weight-bold">Jeremy DalleTezze</div><div class="text-size-regular">Senior Vice President of Software Development and Analytics</div></div><div style="opacity:0;display:none" class="modal-wrapper"><div style="-webkit-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 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id="w-node-_89439b3c-b4cb-a7ed-4154-c36f336f9bc9-ab980bae" class="team-member_modal-text-wrapper"><div class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">Jeremy DalleTezze</h2><div class="text-size-medium">Senior Vice President of Software Development and Analytics</div></div><div class="w-richtext"><p>Jeremy DalleTezze, Ph.D., is the Senior Vice President of Software Development and Analytics for TSIA. In this role, he works with members to identify and study the emerging trends in consumption analytics through surveys, case studies, webinars, presentations, and member inquiries. He also is the head of TSIA’s internal analytics team, known as “the A-Team”, which provides analytics support for TSIA, including the research team, by analyzing their benchmark and survey data.</p><p>Throughout his career, Jeremy has gained extensive operational experience in deriving insights from data. He earned his Ph.D. in international economics and finance at Brandeis University, where he analyzed patent portfolios created by IT corporations, alliances, and joint ventures for his dissertation. Jeremy has held various positions as a senior analyst, analytics consultant, and assistant professor of business, where he worked with both small and large corporations on topics including forecasting, retail chain optimization, web analytics, text mining, and consumption analytics.</p><p>Prior to joining TSIA in 2013, he was a professor and director of analytics at a private academic institution in Pennsylvania, which honed his abilities to deliver the more advanced aspects of the analytics world to a wider audience. Jeremy aims to help TSIA members better understand analytics processes and improve their communication skills with their internal data collection and analytics teams.</p><p>Jeremy frequently writes about these topics on the TSIA blog: consumption analytics, data analytics, and metrics.</p></div></div></div></div></div></div><div fs-scrolldisable-element="disable" data-w-id="49ba56d0-d99f-fc8f-cc17-3115056abeff" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92f4479429a19ee93fd_6578c9771a3b9eb4da9b4e50_jerome-peck-500.png" alt="" sizes="(max-width: 479px) 83vw, (max-width: 767px) 41vw, (max-width: 991px) 27vw, (max-width: 1279px) 28vw, 350px" srcset="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a92f4479429a19ee93fd_6578c9771a3b9eb4da9b4e50_jerome-peck-500-p-500.png 500w, 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class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">Jerome Peck</h2><div class="text-size-medium">Senior Vice President of Product and Marketing</div></div><div class="w-richtext"><p>Jerome Peck is the Senior Vice President of Product and Marketing for TSIA, where he oversees the digital member experience roadmap and TSIA's research and advisory portfolios.</p><p>‍</p><p>Jerome is an innovative product leader and entrepreneur with over 12 years of experience launching successful B2B/B2C SaaS products and implementing recurring revenue models in project-based markets. He co-founded Rule, a SaaS team collaboration solution enjoyed by over 20,000 teams worldwide prior to being acquired in 2012.</p><p>‍</p><p>His passion and study of storytelling has led him to narrative consulting engagements on several released feature films, along with campaign strategies for marketing and advertising agencies.</p><p>‍</p><p>In his role at TSIA, Jerome is focused on TSIA’s own digital transformation and evolving the company into a standardized, scalable, and digitized XaaS business.</p></div></div></div></div></div></div><div fs-scrolldisable-element="disable" data-w-id="49ba56d0-d99f-fc8f-cc17-3115056abeff" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a9307eacbc8a0c0cd431_6578cad4fcc89dc30f554613_martin-dove-500.png" alt="" sizes="(max-width: 479px) 83vw, (max-width: 767px) 41vw, (max-width: 991px) 27vw, (max-width: 1279px) 28vw, 350px" srcset="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a9307eacbc8a0c0cd431_6578cad4fcc89dc30f554613_martin-dove-500-p-500.png 500w, https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/65b1a9307eacbc8a0c0cd431_6578cad4fcc89dc30f554613_martin-dove-500.png 500w" class="team-member_image"/></div><div class="team-member_name-wrapper"><div class="text-size-large text-weight-bold">Martin Dove</div><div class="text-size-regular">Chief Revenue Officer</div></div><div style="opacity:0;display:none" class="modal-wrapper"><div style="-webkit-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-moz-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-ms-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0)" 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id="w-node-_89439b3c-b4cb-a7ed-4154-c36f336f9bc9-ab980bae" class="team-member_modal-text-wrapper"><div class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">Martin Dove</h2><div class="text-size-medium">Chief Revenue Officer</div></div><div class="w-richtext"><p>Martin Dove is the Chief Revenue Officer of the Technology & Services Industry Association (TSIA), bringing over 30 years of global sales experience to the role. He is responsible for all revenue-related functions, including sales and success for the Membership, Partner, and Events lines of business.</p><p>Martin also led TSIA's Subscription Sales research and advisory practice and served as CRO of Outcome Chains, an innovative sales-focused SaaS company. His extensive career also includes sales leadership and general management positions at NTT and Dimension Data, where he was part of the global services leadership team responsible for sales and go-to-market functions. </p><p>Recognized as a leading expert in industry and outcome-based selling, Martin is known for his pragmatic approach, focusing on simplification and removing friction to achieve sustainable performance improvement. His global experience spans the USA, Europe, South Africa, Australia, and New Zealand.</p></div></div></div></div></div></div><div fs-scrolldisable-element="disable" data-w-id="49ba56d0-d99f-fc8f-cc17-3115056abeff" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/677d6d6e4614416d35850de2_Matt_Giarratano_500.png" alt="" class="team-member_image"/></div><div class="team-member_name-wrapper"><div class="text-size-large text-weight-bold">Matt Giarratano</div><div class="text-size-regular">Vice President of Partner and Events</div></div><div style="opacity:0;display:none" class="modal-wrapper"><div style="-webkit-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-moz-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-ms-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0)" class="team-member_modal"><div fs-scrolldisable-element="enable" data-w-id="89439b3c-b4cb-a7ed-4154-c36f336f9bbe" class="modal-close"><div class="modal-close_icon w-embed"><svg width="auto" height="auto" viewBox="0 0 22 32" fill="none" xmlns="http://www.w3.org/2000/svg"> <path d="M20.375 22.625C21.1875 23.375 21.1875 24.6875 20.375 25.4375C20 25.8125 19.5 26 19 26C18.4375 26 17.9375 25.8125 17.5625 25.4375L11 18.875L4.375 25.4375C4 25.8125 3.5 26 3 26C2.4375 26 1.9375 25.8125 1.5625 25.4375C0.75 24.6875 0.75 23.375 1.5625 22.625L8.125 16L1.5625 9.4375C0.75 8.6875 0.75 7.375 1.5625 6.625C2.3125 5.8125 3.625 5.8125 4.375 6.625L11 13.1875L17.5625 6.625C18.3125 5.8125 19.625 5.8125 20.375 6.625C21.1875 7.375 21.1875 8.6875 20.375 9.4375L13.8125 16.0625L20.375 22.625Z" fill="#002A78"/> </svg></div></div><div class="team-member_modal-content"><div class="team-member_modal-image-wrapper"><div class="team-member_image-wrapper"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/677d6d6e4614416d35850de2_Matt_Giarratano_500.png" alt="" class="team-member_image"/></div><a data-wf-native-id-path="89439b3c-b4cb-a7ed-4154-c36f336f9bc5_instance-6" data-wf-element-id="89439b3c-b4cb-a7ed-4154-c36f336f9bc5" data-wf-cms-context="%5B%7B%22collectionId%22%3A%2265fcaa7967a5853eab9808c0%22%2C%22itemId%22%3A%22677d6d8a01a4bef6704f0320%22%7D%5D" href="#" class="button is-secondary is-xlarge w-inline-block w-condition-invisible"><div class="icon-embed-xsmall w-embed"><svg width="16" height="16" viewBox="0 0 16 16" fill="none" xmlns="http://www.w3.org/2000/svg"> <path d="M14 1C14.5312 1 15 1.46875 15 2.03125V14C15 14.5625 14.5312 15 14 15H1.96875C1.4375 15 1 14.5625 1 14V2.03125C1 1.46875 1.4375 1 1.96875 1H14ZM5.21875 13V6.34375H3.15625V13H5.21875ZM4.1875 5.40625C4.84375 5.40625 5.375 4.875 5.375 4.21875C5.375 3.5625 4.84375 3 4.1875 3C3.5 3 2.96875 3.5625 2.96875 4.21875C2.96875 4.875 3.5 5.40625 4.1875 5.40625ZM13 13V9.34375C13 7.5625 12.5938 6.15625 10.5 6.15625C9.5 6.15625 8.8125 6.71875 8.53125 7.25H8.5V6.34375H6.53125V13H8.59375V9.71875C8.59375 8.84375 8.75 8 9.84375 8C10.9062 8 10.9062 9 10.9062 9.75V13H13Z" fill="url(#paint0_linear_4695_4698)"/> <defs> <linearGradient id="paint0_linear_4695_4698" x1="1.74537" y1="18.7541" x2="19.6896" y2="5.45169" gradientUnits="userSpaceOnUse"> <stop stop-color="#002A78"/> <stop offset="0.22049" stop-color="#0053DB"/> <stop offset="0.444452" stop-color="#732EE4"/> <stop offset="0.949669" stop-color="#FF6530"/> </linearGradient> </defs> </svg></div><div class="label-size-xlarge button-text">Connect on LinkedIn</div></a></div><div id="w-node-_89439b3c-b4cb-a7ed-4154-c36f336f9bc9-ab980bae" class="team-member_modal-text-wrapper"><div class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">Matt Giarratano</h2><div class="text-size-medium">Vice President of Partner and Events</div></div><div class="w-richtext"><p>Matt Giarratano is the Vice President of Partner and Events for TSIA. He oversees both the event business and the Partner Program.<br/><br/>Matt is a talented event leader, manager, and salesperson with over 15 years of experience creating and selling strategic partnerships to support sales and marketing goals, drive revenue, and design and manage event teams. He previously worked for event companies, such as DMG Events, TechCrunch, and AdMonsters, and he helped launch the now-successful startup event-based membership company Ascendant Network.<br/><br/>In his role at TSIA, Matt is focused on building exceptional events and relevant partner programs that drive the industry forward and continue to increase the value of TSIA membership.</p></div></div></div></div></div></div><div fs-scrolldisable-element="disable" data-w-id="49ba56d0-d99f-fc8f-cc17-3115056abeff" role="listitem" class="team-member_item w-dyn-item"><div class="team-member_image-wrapper"><div class="image-gradient-overlay"></div><img loading="lazy" src="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/66451d66028684beeea89845_Thomas%20Lah%20headshot.png" alt="" sizes="(max-width: 479px) 83vw, (max-width: 767px) 41vw, (max-width: 991px) 27vw, (max-width: 1279px) 28vw, 350px" srcset="https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/66451d66028684beeea89845_Thomas%20Lah%20headshot-p-500.png 500w, https://cdn.prod.website-files.com/65932a5f2ab5244b61f0cc94/66451d66028684beeea89845_Thomas%20Lah%20headshot.png 525w" class="team-member_image"/></div><div class="team-member_name-wrapper"><div class="text-size-large text-weight-bold">Thomas Lah</div><div class="text-size-regular">Executive Director and Executive Vice President</div></div><div style="opacity:0;display:none" class="modal-wrapper"><div style="-webkit-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-moz-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);-ms-transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0);transform:translate3d(0, 5rem, 0) scale3d(1, 1, 1) rotateX(0) rotateY(0) rotateZ(0) skew(0, 0)" class="team-member_modal"><div 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id="w-node-_89439b3c-b4cb-a7ed-4154-c36f336f9bc9-ab980bae" class="team-member_modal-text-wrapper"><div class="team-member_modal-name-wrapper"><h2 class="heading-style-h3">Thomas Lah</h2><div class="text-size-medium">Executive Director and Executive Vice President</div></div><div class="w-richtext"><p>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, including <em>Technology-as-a-Service Playbook: How to Grow a Profitable Subscription Business</em> (2016) and <em>Digital Hesitation: Why B2B Companies Aren’t Reaching Their Full Digital Potential</em> (2022). Thomas is also the host of TSIA’s podcast, <em>TECHtonic: Trends in Technology and Services</em>. For over 20 years, he has been helping some of the world's largest technology companies improve the efficiency of their daily operations.</p><p>‍</p><p>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.</p><p>‍<br/><br/>Thomas frequently writes about these topics on the TSIA blog: customer adoption, B4B, customer outcomes, outcome engineering, X-as-a-Service (XaaS).</p></div></div></div></div></div></div></div></div></div><div class="padding-bottom padding-xhuge"></div></div></div><div class="section-border border-gradient-stroke"></div></section><section class="section_about-conversation"><div class="padding-global"><div class="container-large"><div class="padding-section-large"><div class="conversation_component"><div class="conversation_header"><h2>Join the conversation</h2><div class="text-size-large">We couldn’t do what we do without you. Whether in-person, virtually, or both, we’re proud to connect you with a diverse and inclusive network of other industry professionals who have solved the same challenges you’re facing.</div></div><div class="conversation_feature"><div class="conversation_feature-graphic"><div class="conversation_feature-image-wrapper shadow_elevation-5"><img src="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65956997e4e57b663126ba18_home_world-conference-min.webp" loading="lazy" sizes="(max-width: 479px) 88vw, (max-width: 767px) 70vw, (max-width: 991px) 39vw, (max-width: 1279px) 40vw, 41vw" srcset="https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65956997e4e57b663126ba18_home_world-conference-min-p-500.webp 500w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65956997e4e57b663126ba18_home_world-conference-min-p-800.webp 800w, https://cdn.prod.website-files.com/658dbc804e944f22d8fdf0b5/65956997e4e57b663126ba18_home_world-conference-min.webp 972w" alt="image - 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