Managed Services
From Technology as an Asset to Technology as a Service
The Four Phases of Swallowing the Fish
Thomas Lah
Thomas Lah
Executive Director and Executive VP
November 24, 2020

Once a technology company realizes they need to transition from selling technology as an asset to selling technology as a service, we hear the following questions: What, exactly, does this transition look like? Where do we start? If your management team is in the process of debating the transformation required when a technology company migrates to a subscription business model, we recommend reviewing the insights from two previously published TSIA reports: Update: Swallowing the Fish, and Emerging Economics Engines of Technology Providers. This paper augments these two papers and provides a framework to understand, realistically, where your company is in the journey and helps answer these two questions.
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