Insights and News

Four Go-To-Market Essentials in Today’s Market

The stakes are high for tech providers as they strive to keep up with the changing requirements of markets and the customers they serve. In this video, John Zuk puts the spotlight on four go-to-market dimensions that are essential for today’s tech providers.

Top Tech Trends and the Emergence of a New IT World Order

The message was loud and clear at this year’s IDC Directions Conference: digital transformation continues increasing in pace and importance. Andrew Clark highlights four key technologies driving the digital transformation wave, and discusses a new IT world order emerging from this wave.

The Problem With SaaS Debookings

A seldom discussed component of the SaaS economic model is bookings that never convert into revenue, commonly referred to as debookings. Almost every SaaS company has debookings at some level or another. Click below to read James Kirwan’s brief on the three primary sources of debookings, and the issues debookings can cause for SaaS companies.

Analysis of High-Profile Tech Stocks

When a company goes public, it can draw a herd of investors chasing the next hot IPO. This is particularly true in the tech sector, where many of the most profitable growth stocks live. But is it a wise investment? Take a look at this hard data from a cross-section of tech companies. If you bought $1,000 worth of stock in any of these 50+ companies at IPO, this is what your shares would be worth today.

5 Key Themes from CES 2018

The Consumer Electronics Show, the world’s gathering place for those who thrive on the business of consumer technologies, was bigger and better than ever this year. Steven Michalkow was there with a keen eye out for trends that could have the greatest impact on our clients’ businesses. Steven summarizes five key themes he believes we should all keep our eyes on in 2018.

How to Approach Charging for Customer Success

Dhaval Moogimane sits down with Allison Pickens, Chief Customer Officer at Gainsight, to discuss different pricing models for Customer Success. Dhaval also gives his take on Customer Success maturity, and answers the question of whether your company should ultimately be charging for Customer Success or not.

The Art and Science of the Customer Journey: TSIA Fall 2017 Conference Recap

At TSIA’s Technology Services World conference this fall, Tech Services leaders were pushed to step into their customers’ shoes and shape the end-to-end experience—not just their respective customer touchpoints—through this lens. Claire O’Neill highlights the most interesting points across the presentations that the Waterstone team was able to participate in and/or lead.

Responding to Virtualization: How Software and Services Can Save Your Hardware Business

Hardware vendors are under attack. A number of factors are threatening hardware vendor revenue streams: aggressive pricing, competitors with lower cost labor and/or materials, innovative features or capabilities, and potentially the scariest… virtualization. As more and more hardware businesses are being attacked by new entrants and software-defined solutions, vendors are increasingly looking to software and services to fight back against the virtualization wave.