The XaaS Files is an executive profile series designed to showcase leaders who have led the transition to or rapid scale of as-a-service business models and successfully navigated this evolution to positively impact growth and the value of their companies.
In this final segment with Thomas Lah, executive director and executive vice president of TSIA we talk growth levers. In our conversation about his book, Digital Hesitation: Why B2B Companies Aren’t Reaching Their Full Potential we dive deep into the variety of levers, setting expectations and how a lever will work for your digital model.
15 Nov 2022
What’s in your digital value propositions?
Thomas Lah, executive director and executive vice president at TSIA is back and he’s sharing some deep insights from his book “Digital Hesitation – Why B2B Companies Aren’t Reaching Their Full Potential” as we dive into the role of digital value propositions and product line growth being key building blocks for digital business models.
Download or purchase the book, Digital Hesitation – Why B2B Companies Aren’t Reaching Their Full Potential
12 Sept 2022
What is digital hesitation?
It’s time to understand why companies are hesitant to make the transition into digital business models and we hear it straight from the expert. Thomas Lah, Executive Director & Executive VP at TSIA joins this episode to talk about his new book “Digital Hesitation – Why B2B Companies Aren’t Reaching Their Full Potential”, the impact of the first and second wave and the complexity of complex.
Download or purchase the book: https://www.tsia.com/digital-hesitation
22 Mar 2022
Who owns the customer?
Knowing when and where to apply industry know-how is a key ingredient to the recipe for customer success. Leslie Stretch, CEO of Medallia joins Kevin Dobbs to talk about using partners to provide know-how in customer experiences. They round out their conversation covering the complex and not-so complex adoption of digital technologies and who actually has ownership of a customer.
7 Dec 2021
What's driving your customers?
Leslie Stretch, CEO of Medallia is back with Kevin Dobbs talking about his customer driven roadmap. He also shares thoughts on the valuable lessons of sticking with customers through good & bad and shares what he won't do for a deal.
25 Oct 2021
Are you in the majority or the minority?
Leslie Stretch, CEO of Medallia joins the podcast to share his stories about CEOs that are transforming their businesses to digital first businesses. We also learn about the silent majority and the legion of minority companies after Leslie tells us a bit about Carlsberg lager.
17 Aug 2021
What’s making you sticky to your clients?
Partnerships are the topic of this episode. N3’s Jeff Laue talks about how your partners are what can make you more competitive. He also shares his thoughts with host Kevin Dobbs about the when’s the right time to be brought in to help a client and the right questions to ask.
20 Jul 2021
It’s not what’s helping you grow, it’s who’s helping you grow.
Kevin Dobbs and N3 CEO Jeff Laue continue their conversation on the XaaS Files podcast by going into the people aspect of subscription business. They cover finding the right people, bringing in leaders with the right IQ and EQ and his first-hand experience of not just hiring consultants but being one.
17 Jun 2021
What's your hippocratic oath to digital transformation?
“First do no harm”. CEO of N3, Jeff Laue shares his thoughts with host Kevin Dobbs on how the Hippocratic oath can be applied to the subscription-based businesses. Jeff also shares examples of companies that have been doing well during COVID times and how N3 is helping with customer success.
3 Nov 2020
Are you disrupting your own model?
Goldman Sachs’, Steve Strongin joins again to share his guidance on what it takes to be a good platform player. He also talks about what it means to master the standardized stack and you’ll enjoy his insightful comparison of how running a scaled business is like an old silent movie.
Read Steve Strongin’s full reports that were mentioned in the episode: What the Market Pays For - https://www.goldmansachs.com/insights/pages/what-the-market-pays-for.html Everything-as-a-Service Economy - https://www.gspublishing.com/content/research/en/reports/2018/12/03/7492423e-cacb-4e08-9f6b-f76924b5ce24.html
The Great Reset: A Framework for Investing After COVID-19 - https://www.goldmansachs.com/insights/podcasts/episodes/06-09-2020-steve-strongin.html A Survivor’s Guide to Disruption - https://www.goldmansachs.com/insights/pages/survivors-guide-to-disruption.html
20 Oct 2020
How can companies avoid business nightmares?
Steve Strongin, Senior Advisor at Goldman Sachs sits down with Kevin to give his thoughts on valuable attributes of digital transformation from a Wall Street perspective. Steve also shares how influential platforms are to scale your business and the difference between dream and nightmare scenarios for your business. Read Steve Strongin’s full reports that were mentioned in the episode: The Great Reset: A Framework for Investing After COVID-19 -
https://www.goldmansachs.com/insights/podcasts/episodes/06-09-2020-steve-strongin.html A Survivor’s Guide to Disruption - https://www.goldmansachs.com/insights/pages/survivors-guide-to-disruption.html
6 Oct 2020
How do you build value in the marketplace?
Steve Strongin, Senior Advisor at Goldman Sachs joins this episode of The XaaS Files to share his phases for reacting to a business emergency, offers a few examples on supply chain resiliency and what exactly what hope projects are. Read Steve Strongin’s full reports that were mentioned in the episode: The Great Reset: A Framework for Investing After COVID-19 - https://www.goldmansachs.com/insights/pages/gs-research/the-great-reset/report.pdf A Survivor’s Guide to Disruption - https://www.goldmansachs.com/insights/pages/gs-research/survivors-guide-to-disruption/report.pdf
29 Sept 2020
Who's in your patchwork of subscription partners?
In the closing episode with Tien Tzuo, Founder and CEO of Zuora, Kevin Dobbs asks about the importance of partners in successful subscription-based models. Tien also talks about Zuora’s Subscription Economy Index and other strategic resources that make them so valuable to their customers. *For more information on Tien Tzuo’s book “Subscribed” please visit https://subscribed.com
22 Sept 2020
What exactly is the customer trying to do?
In this episode of the XaaS Files Kevin continues with Zuora Founder and CEO, Tien Tzuo. They talk about building an “as-a-service” business, Tien explains why it helps to better understand what the customer is trying to do, and then shares some of Zuora’s 9 Keys to subscription success. *For more information on Tien Tzuo’s book “Subscribed” please visit https://subscribed.com
15 Sept 2020
When does a customer become a subscriber?
Join Kevin Dobbs as he talks with Zuora Founder and CEO, Tien Tzuo. They discuss how Tien has seen the subscription world change in the last decade, how connecting with customers will find revolutionary ways of doing things and the difference between a customer and a subscriber. *For more information on Tien Tzuo’s book “Subscribed” please visit https://subscribed.com
29 Jul 2020
Does your digital business have a vibrant ecosystem?
In the conclusion interview with Splunk CEO, Doug Merritt, Kevin asks about the importance of partners when making the digital transformation shift. They talk about working backwards to help partners adjust to ensure customer success, challenges in approaching partnerships in different regions and advice to balance a changing ecosystem.
22 Jul 2020
Are customers really the north star of your business?
In our continued conversation with Splunk CEO, Doug Merritt, he and Kevin Dobbs talk about transformation of the last few years, the journey to create a digital model and what it takes to develop a world-class, customer centric offering.
9 Jul 2020
How resilient is your business in the current market?
In Accenture’s first XaaS Files podcast Kevin Dobbs talks with Splunk CEO, Doug Merritt about digital disruption, digital transformation and building digital business models. Doug shares his insight into why making the digital shift is now for survival.
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