The overarching premise of TSIA’s latest book, B4B: How Technology and Big Data Are Reinventing the Customer-Supplier Relationship, is quite simple: The operating models of technology providers are about to be revolutionized. Why? Two trends— commoditization and new consumption models—are dismantling the historic economic engines of most technology companies.

This report looks at the impact of B4B (business for business) on education services organizations and the critical capabilities ES executives should focus on establishing or improving to remain competitive in this new environment, specifically:

  • Developing content and programs that help customers accelerate product adoption
  • Procuring and analyzing data to develop new offers and to track consumption
  • Establishing subscription-based models that promote consumption of education and product

"TSIA’s evolution of the B4B model has helped validate and drive Sutherland Global Services’ vision of maximizing lifetime value of our client’s customers by highlighting the benefits of outcome-based, Level 4 relationships that achieve significant business impact."

Ratul Sengupta
Vice President, Client Engagement, Sutherland Global Services

The Impact of B4B on Education Services

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