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The XaaS Files Podcast

Showcasing leaders who have scaled as-a-service business models to navigate growth and increase the value of their companies.

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Why don’t we put our levers on the table?

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.

What’s in your digital value proposition?

Thomas Lah, executive director and executive vice president at TSIA is back on the XaaS Files podcast 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.

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.

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.

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 on sticking with customers through good and bad and shares what he won’t do for a deal.

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.

 

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.

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.

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.

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:

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:

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:

Listen to more episodes

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Who’s in your patchwork of subscription partners?

Tien Tzuo, Founder & CEO of Zuora joins Kevin to talk about partnerships in subscription-based models and the Subscription Economy Index.
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What exactly is the customer trying to do?

Zuora Founder & CEO, Tien Tzuo talks about understanding what the customer is trying to do, and shares Zuora’s 9 Keys to subscription success.
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When does a customer become a subscriber?

Join Kevin Dobbs as he talks with Zuora Founder & CEO, Tien Tzuo. They discuss and compare the differences between a customer and a subscriber.
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Does your digital business have a vibrant ecosystem?

In the interview with Splunk CEO, Doug Merritt, we discuss working backwards to ensure customer success in a changing ecosystem.
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Are customers really the north star of your business?

In the conversation with Splunk CEO, Doug Merritt, Kevin Dobbs asks about the journey to developing a world-class, customer centric offering.
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How resilient is your business in the current market?

In the XaaS Files podcast Kevin Dobbs talks with Splunk CEO, Doug Merritt about disruption, transformation and building digital business models.
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Disclaimer: This content is intended for general informational purposes only and does not take into account the participant’s specific circumstances, and may not reflect the most current developments. Accenture disclaims, to the fullest extent permitted by applicable law, any and all liability for the accuracy and completeness of the information in this presentation and for any acts or omissions made based on such information. Accenture does not provide legal, regulatory, audit, or tax advice. Participants are responsible for obtaining such advice from their own legal counsel or other licensed professionals.