TSIA
What I Heard at TSW San Diego 2017
Now that I've had some time to process all that I heard, I wanted to write up some of the principle themes and/or trends that popped up again and again. The CRM of Tomorrow is a Data Model, Plus Plug-and-Play Apps. After my panel discussion on services convergence following Thomas Lah's keynote, in which I said that CRM seems to be diverging more than consolidating, I heard from multiple companies frustrated with their CRM experience.

TSIA
Focus Area: Expand Selling
The concept of expand selling (ExS) as a formal initiative is rapidly emerging in the technology industry. Companies are beginning to find ways to accelerate revenue growth with existing customers in a more formal manner, and to do so cost efficiently. Expand selling is different than landing a new technology sale with a customer, and involves more than just selling additional products and services to existing customers.

TSIA
Touchpoint Calculus: Why Sales Can’t Do it for Themselves
In an earlier blog post of mine, we explored the concept of Relationship Equity, which is the trust that Services Delivery teams have engendered with their clients that allows them to ask the questions that salespeople can’t. They are able to uncover problems, challenges, and opportunities that customers would generally withhold from a salesperson, or even their account manager.

CBInsights
Don't do these 68 things in your SaaS company
From HR to product to marketing, here’s some of our screwups.
Presented by Anand Sanwal, CEO & co-founder

ReviewTrackers
Power shift: The rise of the consumerfocused enterprise in the digital age
Recent developments have empowered consumers as never before. Corporations that infuse the consumer perspective into their approach to leadership, strategy development, and tactics can gain a competitive advantage.

Sujan Patel
Why Every Saas Company Should Try Concierge Onboarding
Selling a SaaS product is HARD. I know – I’ve been there – both as a buyer and a seller. Consumers are spoiled by having so many choices, and getting noticed among the competition is really tough. Even if you get someone to visit your site and try out your product, the battle has only just begun.

TSIA
Where is the Line Between Products and Services?
The rate of change and disruption in technology has quickly caused a blurring of the line between products and services. Where does the product stop and the service of the product start? Customers honestly don’t care, they just want a better customer experience and a lower effort to achieving their goals with their purchase.

IDC
IDC Forecasts Worldwide Spending on Digital Transformation Technologies Will Surpass $2 Trillion in 2019
According to the new Worldwide Semiannual Digital Transformation Spending Guide from International Data Corporation (IDC), worldwide spending on digital transformation (DX) technologies will grow to more than $2.1 trillion in 2019 with a compound annual growth rate (CAGR) of 16.8% over the 2014-2019 forecast period. Spending on DX technologies in the United States will follow a similar trajectory, reaching nearly $732 billion in 2019.

TSIA
Grow Customers Through Marketing and Services Convergence
In our multi-part blog series on organizational convergence, TSIA’s Phil Nanus and others have written extensively about the convergence of sales and services in an XaaS world. For a great primer on how these lines are blurring, be sure to read his blog post or Chapter 7 of the Technology-as-a-Service Playbook. A much less talked about topic, however, is the convergence of marketing and services, and their potential to work together to drive cost-effective leads and revenue from existing customers.

Enterprise Irregulars
The Role of Professional Services in a SaaS Business
I love to create reductionist mission statements for various departments in a company. These are designed to be ultra-compact and potentially provocative. My two favorite examples thus far:
-Marketing exists to make sales easier.
-HR exists to help managers manage.