Thomas Lah's Opening Keynote Address

TPSA Executive Director Thomas Lah opened Monday morning of the Summit with his keynote address and went right to the current state of the industry with "The Package Paradox". Thomas went right to the punch with an audience survey of attendees whose companies currently use industry buzzwords such as "consultative approach", "solutions provider", and "trusted advisor" compared to an eye-opening list of web-search results for each of these terms pointing to the current momentum in technology services.

Thomas then moved on to discuss seven metrics that matter in order to measure the effectiveness of consultative technology services. After laying the groundwork for the current state of the industry he then transitioned into The Package Paradox referring to the conflict between current optimization levers for technology services businesses and the changing trends of the industry.

Thomas then moved on to discuss the dynamics of change, specifically including overcoming company inertia and the forces of change such as the shift in product-service mix, revenue, and labor margins. Finally, Thomas closed with the target state of the industry moving from stove pipes of independent service offerings to embedded package services, also including the potential convergence of products, support and managed services, and professional and technical services.

As you listened to his presentation what were your thoughts or comments about his presentation? Or, if you're keeping in touch with the Summit remotely and have questions feel free to post them to keep in touch with the presenters and attendees to experience the Summit virtually.