The LAER Effective Company

TSW is an unrivaled source of peer learning, networking, and idea sharing. Learn about creating cross-functional strategies for cost-effectively improving your customer engagement model.

About the TSW Las Vegas 2018 Conference

Learn about creating cross-functional strategies for cost-effectively improving your customer engagement model.

TSIA’s LAER model is a framework that breaks the supplier’s perspective of the traditional customer engagement journey into four distinct phases: Land, Adopt, Expand, and Renew. As more companies begin to make the pivot to managing annual recurring revenue streams, there’s an industry-wide increase in the creation of LAER initiatives in order to follow a customer engagement plan that works with a subscription-based business model.

To explain this process, TSIA has identified at least four distinct phases companies experience as they transition from a traditional technology customer engagement model that is very transactional-oriented. While the ultimate goal is to reach the fourth phase of this journey, being LAER Efficient, there are few companies that have yet to enter the third, or LAER Effective, phase. How do we know? Because LAER Efficient companies are stabilizing or driving down their total cost of Sales and Marketing.

At TSW, you’ll learn about what it takes to become LAER Effective and ultimately LAER Efficient, how to create better synergy between service lines and functions to support this model, and where your company is in your journey toward creating a customer engagement model that cost-effectively works with your customers in each of the four phases of LAER.

The content and conversations at this conference will be highly relevant to technology services professionals in a wide variety of roles, including:

  • Service leaders of all kinds, including customer success, education services, field services, managed services, professional services, and support services
  • Sales leaders that are looking for ways to re-engineer their selling motion to cost-effectively land and expand customers
  • Marketing leaders focused on demand generation of new customers and upsell and cross-sell
  • Channel partner strategy owners
  • Channel partners focused on improving their role in the XaaS business model
  • Product and Product Marketing leaders that are working to develop competitive offers that are both sticky and profitable

Product leaders should also consider attending Product Next, TSIA’s product-focused event that applies the services lessons learned at TSW to the world of product, taking place the same week at the ARIA Resort & Casino. Bring your colleagues and maximize your learning potential by attending both events!

Benefits of Attending

Benefits of Attending

TSW 2015 Service Transformations will explore how tech companies can transform their service capabilities and effectively leverage and engage all corporate functions to grow customers successfully. Learn more about the benefits of attending by downloading the brochure.

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