Eight Great Attributes of Compelling XaaS Offers
Channel: TSIA (Technology & Services Industry Association)
Date: 2021-11-16

In the paper The Alchemy of Compelling XaaS Offers, TSIA documents specific attributes that make XaaS offers so attractive to customers and to the suppliers’ business. Pivotal to that story is related to how the relationship changes between customer and vendor with XaaS offers. When a customer stops buying technology as an asset and starts subscribing or consuming technology as a service there can be a dramatic shift in expectations. Savvy customers are looking for value realized, not value promised.
 
When developing compelling XaaS offers, this shift in expectations must be considered. Otherwise, a technology provider defaults to simply porting the equivalent technical features, or worse, applying a subscription pricing model on the same old on premise technology. This can be done, but it does not result in a compelling XaaS offer. TSIA research reveals there are (at least) “eight great attributes” that can make a XaaS offering compelling to enterprise customers.
 
In this panel discussion, TSIA Executive Director Thomas Lah will discuss these eight attributes with Laura Fay, VP & Managing Director, Products and Offers Research and Hal Stanley Sr. Director, Service Offer Portfolio Research.