81. Connecting The Dots: How Technology Providers Prove Their Business Value TECHtonic: Trends In Technology And Services podcast

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State Secrets: Inside The Making Of The Electric State

30 dagen geleden30d ago

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Step inside the world of The Electric State! Join host Francesca Amiker as she takes you behind the scenes of Anthony and Joe Russo’s epic new Netflix adventure. Over six in-depth episodes, explore how the filmmakers transformed Simon Stålenhag’s stunning graphic novel into a cinematic experience like no other. Exclusive interviews from the cast and crew—including Millie Bobby Brown, Chris Pratt, Stanley Tucci, and the Russo Brothers—will help break down the film’s jaw-dropping visuals, emotional core, groundbreaking technology AND the creative secrets that make The Electric State. Join us in the countdown to The Electric State premiering exclusively on Netflix on March 14th. State Secrets: Inside The Making of The Electric State coming March 7th.

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81. Connecting the Dots: How Technology Providers Prove Their Business Value

ongeveer een jaar geleden 45:39

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Inhoud geleverd door Vanessa Lucero and Services Industry Association. Alle podcastinhoud, inclusief afleveringen, afbeeldingen en podcastbeschrijvingen, wordt rechtstreeks geüpload en geleverd door Vanessa Lucero and Services Industry Association of hun podcastplatformpartner. Als u denkt dat iemand uw auteursrechtelijk beschermde werk zonder uw toestemming gebruikt, kunt u het hier beschreven proces https://nl.player.fm/legal volgen.

Join Thomas Lah and Chad Quinn, CEO of Ecosystems in an engaging episode of the TECHtonic podcast. Chad shares his insights on helping technology providers prove the business value of their solutions through Ecosystems' collaborative web platform and AI-driven tools like ViViEN, the Virtual Value Engineer.

Discover how focusing on common objectives, quantifying root cause problems, and incorporating diverse value drivers can significantly increase win rates, renewals, and expansion opportunities. Gain valuable tips on overcoming commoditization pressures and experimenting with hybrid value-based pricing models to stay competitive in the evolving tech landscape. Don't miss this enlightening discussion on making technology business models successful by truly connecting with customer value.

… continue reading

102 afleveringen

#Tech #MBA #Business #Vanessa Lucero #Services Industry Association

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81. Connecting the Dots: How Technology Providers Prove Their Business Value

TECHtonic: Trends in Technology and Services

published ongeveer een jaar geleden

Delen

MP3•Thuis aflevering

Inhoud geleverd door Vanessa Lucero and Services Industry Association. Alle podcastinhoud, inclusief afleveringen, afbeeldingen en podcastbeschrijvingen, wordt rechtstreeks geüpload en geleverd door Vanessa Lucero and Services Industry Association of hun podcastplatformpartner. Als u denkt dat iemand uw auteursrechtelijk beschermde werk zonder uw toestemming gebruikt, kunt u het hier beschreven proces https://nl.player.fm/legal volgen.

Join Thomas Lah and Chad Quinn, CEO of Ecosystems in an engaging episode of the TECHtonic podcast. Chad shares his insights on helping technology providers prove the business value of their solutions through Ecosystems' collaborative web platform and AI-driven tools like ViViEN, the Virtual Value Engineer.

Discover how focusing on common objectives, quantifying root cause problems, and incorporating diverse value drivers can significantly increase win rates, renewals, and expansion opportunities. Gain valuable tips on overcoming commoditization pressures and experimenting with hybrid value-based pricing models to stay competitive in the evolving tech landscape. Don't miss this enlightening discussion on making technology business models successful by truly connecting with customer value.

… continue reading

102 afleveringen

#Tech #MBA #Business #Vanessa Lucero #Services Industry Association

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TECHtonic: Trends in Technology and Services

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99. From Cost Center to Value Driver: The New ES Reality 43:24

10 dagen geleden43:24

43:24

In this eye-opening episode of TECHtonic, TSIA Executive Director and Executive VP Thomas Lah sits down with Janice Lee, the new Education Services researcher at TSIA, to unpack the seismic shifts shaking up the education services landscape in the tech industry. From the rise of generative AI to the increasing demand for measurable business outcomes, this episode covers how ES leaders can not only survive—but thrive—amid the pressure to do more with less. What You'll Learn: How AI is transforming education services—from content development to adaptive learning experiences. Why “doing more with less” doesn't mean cutting quality, but rethinking roles and amplifying human creativity. The rising importance of customer value realization and how ES can drive it. The truth about monetization: Why an overwhelming majority of TSIA members are charging for education—and why your organization should too. A bold look at the future: Ambient learning, blurred service lines, and how ES will be seamlessly integrated into the customer journey. Whether you're an ES leader or instructional designer, this episode delivers insights with clarity and actionable strategies for the AI-powered services road ahead.…

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98. IBM & AI: Redesigning Support for the Future 45:26

24 dagen geleden45:26

45:26

In this episode of TECHtonic, host Thomas Lah, sits down with IBM Fellow Bala Rajaraman to explore the revolutionary role of AI in enterprise support services. From IBM’s early AI milestones—beating world chess champion Garry Kasparov in 1997 and winning Jeopardy! in 2011—to today’s cloud-based AI models optimizing business workflows, IBM remains at the forefront of AI innovation. Bala dives deep into how AI is reshaping support organizations, addressing customer experience, cost efficiency, and the evolving role of support engineers. They discuss AI-powered sentiment analysis, predictive insights, self-service solutions, and the growing need for AI-driven operational efficiency. With AI rapidly integrating into every process, businesses must navigate the balance between digital agents and human expertise while ensuring a seamless, high-value support experience. Are you leveraging AI capabilities to redefine support?…

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97. The Power of Ambient AI in Customer Support 39:39

5 weeks geleden39:39

39:39

The future of customer support is here—AI-powered, intelligent, and proactive. On this episode of TECHtonic, Thomas Lah chats with Krishna Raj Raja, CEO of SupportLogic, about how AI is reshaping support organizations. Krishna shares his story about founding SupportLogic, highlighting the power of AI-driven workflows, ambient intelligence, and predictive analytics in improving customer interactions. They discuss AI’s evolution from rule-based systems to decision intelligence, the role of sentiment analysis in preventing escalations, and the future of AI in enterprise workflows. If you're curious about the real-world impact of AI on customer support and how companies can leverage it for efficiency and growth, this is a conversation you need to hear!…

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96. The AI-Powered Future of B2B Marketing 42:39

7 weeks geleden42:39

42:39

How is AI reshaping the relationship between marketing and sales? In this episode of TECHtonic, host Thomas Lah, EVP and Executive Director of TSIA, sits down with Kathy Macchi, EVP of Innovation at Inverta, to explore the seismic shifts happening in B2B marketing. Kathy breaks down how today’s buyers rely on self-education and independent research—rendering traditional lead generation models like MQLs obsolete. Instead, success now hinges on multi-threaded engagement, AI-powered personalization, and a new, collaborative approach to Account-Based Marketing (ABM). Discover how revenue teams can leverage AI to deliver smarter, more effective outreach and create frictionless buying experiences. Don’t miss this in-depth look into the future of B2B marketing!…

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95. AI-Driven Sales and Professional Services: Insights from ZoomInfo 45:12

9 weeks geleden45:12

45:12

In this episode of TECHtonic, host Thomas Lah sits down with Steve Hallowell and Millie Beetham from ZoomInfo to explore how AI is dramatically altering B2B sales and professional services. From transforming sales teams into data-driven powerhouses to leveraging AI for predictive modeling and customer insights, they dive into the real-world applications reshaping go-to-market strategies. They also tackle the evolving role of professional services, uncovering how AI is streamlining project management, customer engagement, and request for proposal (RFP) responses. Is your sales organization truly data-driven? Tune in for expert insights, actionable strategies, and a candid look at the future of AI in sales and professional services.…

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94. Building a Business in a Competitive Market – Lessons from Specialty Coffee 37:14

11 weeks geleden37:14

37:14

In a world where competition is fierce, how do you stand out? On this episode of TECHtonic , host Thomas Lah sits down with Matt Kellso, Owner of Sagebrush Coffee, to explore what it takes to carve out a unique space in an overcrowded industry. Starting from his garage in 2012, Matt has grown Sagebrush Coffee into a beloved brand by leveraging fresh roasting, data-driven operations, and a deep personal connection with coffee producers. From pricing strategies to Blue Ocean thinking, from leveraging technology to understanding the power of storytelling—this episode is packed with insights that any company, whether in tech or coffee, can learn from. How do you create a business that breaks through the noise? Tune in to hear how passion, strategy, and a willingness to pivot can help any company differentiate and thrive.…

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93. How the Future of Competitive Analysis is Redefining Sales Strategy 42:26

13 weeks geleden42:26

42:26

During this episode of TECHtonic, TSIA’s Thomas Lah examines in detail the role AI is playing in transforming competitive analysis for sales teams. He is joined by Jason Smith, CEO and Co-founder of Klue, an AI-powered competitive intelligence platform. Together, they explore how machine learning and large language models (LLMs) are revolutionizing the way sales teams gather, synthesize, and leverage competitive insights. From enhancing battle cards with real-time data to empowering salespeople with actionable deal strategies, the conversation reveals how AI can speed up decision-making, improve win rates, and help companies stay ahead of their competition. Listen in to learn about the tools and tactics that can help your team adapt to the rapidly changing landscape of competitive intelligence, and hear firsthand how AI is set to shape the future of sales strategies.…

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92. Navigating the Next Phase of Your Tech Career 44:41

15 weeks geleden44:41

44:41

In this episode of TECHtonic, TSIA's Executive Director Thomas Lah sits down with longtime tech leader turned executive coach, Mary Cay Kosten, to explore the challenges and opportunities awaiting professionals in today’s AI-driven landscape. From maintaining a positive “energy” mindset to knowing when it’s time to pivot your role—or your entire career—Mary Cay draws on her breadth of experiences at Sun Microsystems, EMC, and Dell to guide you toward intentional, strategic decision-making. Tune in for practical tips on managing the rapid pace of change, prioritizing what matters to your leadership, and harnessing AI’s potential without losing sight of your own personal growth. If you’re ready to chart a resilient career path in the ever-evolving tech world, this is the conversation you won’t want to miss!…

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91. The Future of Field Services: Harnessing AI for Precision and Productivity 38:59

19 weeks geleden38:59

38:59

Join Thomas Lah as he speaks with Andy Chinmulgund, CEO of Bruviti, to reveal how AI is transforming the operating models of field service organizations. In this episode, find out how AI-driven solutions like predictive analytics, parts prediction engines, and dynamic triage agents are revolutionizing field operations. From reducing truck rolls and optimizing spare parts management to enhancing technician expertise, the conversation unveils practical AI use cases that boost efficiency, customer satisfaction, and environmental impact. Also, hear how AI makes field service careers more accessible and appealing to new generations, uncovers insights for better product design, and bridges the gap between service and product teams. If you're in field services, this episode is your gateway to the future of innovation and excellence.…

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90. Excellence in AI: How Small Victories Drive Major Success 41:56

21 weeks geleden41:56

41:56

Are we finally moving past the AI hype and into its real-world impact? In this episode of TECHtonic, Thomas Lah, Executive Director and EVP of TSIA, sits down with Ron Green, Co-founder and CTO of KUNGFU.AI, to explore the critical questions shaping AI adoption today. Together, they uncover why AI is no longer just a buzzword but an essential tool for transforming companies right now. From groundbreaking use cases like predicting breast cancer risk years in advance to practical applications like automating revenue forecasting and customer support, this conversation dives into the successes and pitfalls of deploying AI. Whether you're an executive grappling with ethical questions, or a business leader wondering where to begin, this episode provides actionable insights on accelerating ROI, building AI strategies, and understanding why this revolution is here to stay. Stay tuned for an engaging, no-hype conversation that will help you cut through the noise and take your first—or next—step into the AI-driven future.…

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89. Achieve Faster Deal Velocity Through Maximized Pricing Profitability 49:35

23 weeks geleden49:35

49:35

Host Thomas Lah engages with Chris Mele, Managing Partner at Software Pricing Partners, to explore the shifting paradigms of software pricing models. As AI and automation redefine the technological landscape, traditional user-based pricing is under scrutiny. Chris shares his extensive experience on why it's time to rethink legacy pricing strategies and how companies can optimize for profitability in today's market. They discuss the three pillars of effective monetization—licensing, packaging, and pricing—and discuss the importance of aligning these with sales strategies and customer value perception. The conversation also tackles the challenges posed by AI, the pitfalls of discounting, and the need for data-driven, sophisticated pricing models. Listen in to discover actionable insights on transforming your pricing approach to not only survive but thrive in the evolving tech industry. Are your current pricing models optimized to maximize profitability? Find out in this insightful conversation.…

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88. AI and Revenue Generation - Transformative Use Cases for Tech Companies 23:30

25 weeks geleden23:30

23:30

Join us for a live, insightful keynote session from TSIA World Envision with Thomas Lah, Executive Director and Executive Vice President of TSIA. Thomas explores the transformative power of AI in revenue generation. Discover how cutting-edge AI use cases can supercharge your workflows, driving revenue growth and enhancing customer experiences. Learn how to leverage AI to improve lead qualifications, manage renewal risks, and position your offers more effectively. Don't miss this opportunity to stay informed on the latest breakthroughs, insights, and innovative solutions that could transform your business. Join us to discover how AI can dramatically enhance your revenue workflows and redefine your approach to revenue generation.…

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87. How to Navigate The Future of B2B Software Pricing 51:37

27 weeks geleden51:37

51:37

Thomas sits down with Dan Balcauski, an expert in pricing strategy for enterprise software and the Founder of Product Tranquilty. Together, they examine the shifting landscape of B2B software pricing, particularly as traditional per-user models face new challenges due to the rise of AI and a growing emphasis on profitability. Dan shares his insights on how long-standing pricing models are being disrupted, and why businesses need to reconsider how they charge for their products. He discusses the evolving role of pricing metrics, offering alternatives that better reflect the value delivered to customers. From adapting pricing structures to understanding how to align costs with real customer outcomes, this conversation provides a deep dive into the strategic shifts necessary for companies to stay competitive in today’s AI-driven market. If you are looking to future-proof your pricing strategy and stay ahead in the rapidly changing technology AI-landscape, this episode is full of practical insights and forward-thinking advice. Join us for a thorough discussion on key strategies to consider for optimizing your pricing in the AI B2B software world.…

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86. Rapid AI-Powered Revenue Excellence 41:50

29 weeks geleden41:50

41:50

During this episode of TECHtonic, host Thomas Lah has a compelling conversation with Kelley Jarrett, SVP of Revenue Strategy, Operations, and Enablement at ThoughtSpot—an AI-powered analytics platform. They discuss how AI is transforming revenue generation workflows and operational efficiency within organizations. Kelly shares her unique insights on leveraging AI for quick, data-driven decision-making, highlighting real-world use cases across industries like retail, healthcare, and aviation. She discusses ThoughtSpot's journey from an on-premise solution to a SaaS model embracing AI, and how this evolution is enabling businesses to unlock unprecedented value from their data. Listen in to discover how AI can be a game-changer in reducing costs, accelerating growth, and driving revenue excellence.…

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85. The Metrics That Matter: How AI Is Reshaping Sales in Tech 42:24

31 weeks geleden42:24

42:24

In this episode, Thomas finally finds the person he’s been searching for: Mike Fouts, Chief Business Officer at ShareFile, who speaks to how AI and data are revolutionizing the sales function in technology companies. Mike shares his hands-on experience leading a digital-first, data-driven transformation at ShareFile, including detailing how AI is being used to predict renewals, drive customer engagement, and reshape the traditional go-to-market model. From verticalizing sales strategies to automating customer interactions and leveraging data to predict churn and expansion opportunities, Mike explains how the integration of AI is making sales teams smarter and more efficient. With insights on evolving sales roles, data modeling, and the future of B2B transactions, this episode is packed with actionable takeaways for revenue leaders looking to stay ahead in a rapidly changing market. Listen in to learn how your company can embrace AI and data to innovate its sales strategy and drive revenue growth!…

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