TSW San Diego 2019 Schedule at a Glance

Stay informed of all of the exciting events and insightful sessions the Technology & Services World conference has in store.

Apply to speak at the technology industry's premier networking and learning event.

Monday, May 6, 2019
7:00 AM - 6:00 PM Registration and Information
1:30 PM - 1:50 PM All About TSIA/Making the Most of Your TSW Conference Experience
1:30 PM - 2:00 PM Break
2:00 PM - 3:45 PM Opening Keynotes
3:45 PM - 4:00 PM Break
4:00 PM - 5:00 PM Concurrent TSIA Research Breakouts
5:00 PM - 7:00 PM Welcome Reception in the TSW | EXPO
Tuesday, May 7, 2019
6:00 AM - 7:00 AM Fitness Event - 5K on the Bay
7:30 AM - 6:00 PM Registration and Information
7:30 AM - 7:00 PM TSW | EXPO Open
7:30 AM - 8:30 AM Continental Breakfast in the TSW | EXPO
7:30 AM - 8:15 AM Table Topics in the TSW | EXPO
7:00 AM - 8:15 AM Women in Services Breakfast (additional fee)
8:30 AM - 9:45 AM Keynotes
9:45 AM - 10:00 AM Refreshment Break
10:00 AM - 11:00 AM Research Practice Specific Keynotes
11:00 AM - 11:15 AM Moving Break
11:15 AM - 12:00 PM Concurrent Breakouts
12:00 PM - 2:00 PM Lunch in the TSW | EXPO
12:15 PM - 12:55 PM Concurrent Solution Showcase Breakouts
1:05 PM - 1:45 PM Concurrent Solution Showcase Breakouts
2:00 PM - 2:45 PM Concurrent Breakouts
2:45 PM - 3:00 PM Moving Break
3:00 PM - 3:40 PM Concurrent Solution Showcase Breakouts
3:40 PM - 4:00 PM Refreshment Break
4:00 PM - 4:45 PM Concurrent Breakouts
4:45 PM - 5:00 PM Moving Break
5:00 PM - 5:30 PM Community Huddle
5:30 PM - 7:00 PM Reception in the TSW | EXPO
Wednesday, May 8
6:00 AM - 12:15 PM Fitness Event - Zen-as-a-Service Yoga
7:30 AM - 2:00 PM Registration and Information
7:30 AM - 8:30 AM Continental Breakfast in the TSW | EXPO
7:30 AM - 8:15 AM Table Topics in the TSW | EXPO
7:30 AM - 10:00 AM TSW | EXPO - Final Opportunity
8:30 AM - 9:30 AM Keynotes
9:30 AM - 10:00 AM Refreshment Break in the TSW | EXPO
10:00 AM - 11:00 AM Concurrent Breakouts
11:00 AM - 11:15 AM Moving Break
11:15 AM - 12:15 PM Closing Keynote

Have something to say?

We're looking for industry professionals just like you to speak at TSW San Diego 2018! By becoming a presenter, you will receive professional recognition for your accomplishments, raise your industry profile, and establish yourself as a thought leader in your field.

As an added bonus, speakers at TSW receive a complimentary registration to TSW. Contributing to TSW as a speaker is the most economical way to attend our industry's premier learning and networking event.

Apply to Speak

The application deadline has been extended to Friday, December 8, 2017. Apply today to be heard, be recognized, and share your expertise with your industry peers!

Speaker Qualifications & Conditions

Before you apply, be sure to read the speaker qualifications and conditions outlined below. Speaker guidelines, session requirements, and additional details needed for approved speaker applications can be found in the Speaker Guidelines PDF.

  • Speakers must be an employee of a TSIA member company, or a representative from a current authorized TSIA Consulting Alliance Partner.
  • Only 1 complimentary registration is awarded per speaking session. Co-presenters must purchase an additional registration.
  • Commercial organizations are required to contract for speaking sessions.
  • Session topic must relate to at least one of this year's topics.


For questions regarding the Call for Speakers, contact Christi Holzer, TSIA's Senior Manager - Conference Programs & Technology.

TSW Topics

The TSW San Diego 2018 conference is designed to help technology and services leaders learn how to combine the expertise of both their Sales and Service teams to land, retain, and grow customers. Our 2018 agenda will cover these priority topics:

  • How to balance Sales and Customer Success resources
  • Customer Success as a growth engine
  • Enabling customer success through channel partners
  • Driving retention and expansion with Customer Success organizations
  • Compensating Customer Success through Service motions and Sales results
  • Using customer success managers to drive a more efficient sales model
  • Managing the dotted lines between Customer Success and Sales
  • Best practices for driving education services attach rates
  • Lead generation and services marketing for education services
  • How education services contributes to product lead generation
  • Leveraging instructors for product sales opportunities
  • Free content as "bait" to attract prospects
  • Usage of dashboards to report education services metrics
  • Utilizing Services throughout the sales process
  • Engagement and compensation models to optimize growth from existing customers
  • Utilizing data and analytics for lead generation
  • Selling with Services: Using your Services and Customer Success teams to close deals
  • Transforming your sales force from being product-led to services-led
  • Sales skills for Services people: How much training is needed?
  • Leveraging field service engineers for upsell and cross-sell: Why field service engineers have a unique opportunity to drive end-user consumption that will increase revenue while responding to on-site incidents
  • The role of Field Service organizations in the LAER (Land, Adopt, Expand, and Renew) framework
  • How field service engineers drive customer adoption of products and services, capture how the customer uses the product, and help them achieve business outcomes
  • Field service expand offers: How Field Service organizations support the future “Land + Expand” sales motion by creating additional value-added services
  • Field service adoption practices: How Field Service organizations effectively drive customer adoption of products and services
  • Lead generation best practices: Lead generation programs that are focused on generating new leads from field service employees for existing customers
  • Rationalizing field service/support offers: Moving from free to fee and developing differentiated field service offers that are priced based on the value created
  • Next-generation field service offers: Movement from CapEx to OpEx business models will be enabled by smart, connected products creating a new category of offer – "Product-as-a-Service"
  • The art and science of selling managed services
  • The importance of a program management office in managed services
  • Bringing managed services delivery closer to the customer
  • Customer success in managed services: The key to growing your base
  • Managed services marketing
  • Managed services and changes In the channel
  • The art and science of selling professional services
  • Successful outcome engineering frameworks and offers
  • Making a high-impact selling engine out of your Professional Services Delivery team
  • Creative compensation models to incentivize professional services sales
  • Leveraging professional services in the subscription renewal motion
  • Best practice demand generation for professional services
  • Marketing’s role in growing recurring service revenues
  • Converged service offers that focus on customer outcomes
  • Creating scale with low-cost renewals
  • Delivering customer outcomes via industry verticalization
  • Win-back programs that re-engage customers and drive growth
  • Optimizing the renewal of recurring revenues via channel partners
  • The role of renewal specialists in the age of customer success
  • Support Service’s expanding role in customer upsell/cross-sell
  • Leveraging Support as a differentiator in the customer sales cycle
  • Marketing and Sales bring customers, but Support keeps them there: What programs are Support organizations putting in place to improve renewal rates?
  • The new Support employee: How digital transformation is driving new skills and new training requirements
  • The increasing bond between Support and Marketing: Best practices and ROI examples of Support and Marketing partnering on key projects
  • How Support is taking a leading role in driving product supportability
  • How are Support organizations are reducing customer effort in order to retain more customers
  • Using technology to predict churn and expansion
  • Implementing customer success technology for revenue growth
  • Using customer success technology for Sales lifecycle transparency
  • Partnering with Marketing to drive success with social media
  • Incorporating upsell/cross-sell into customer self-service
  • Leveraging gamification to boost service sales
  • Using predictive analytics to prevent churn and create expansion opportunities
  • Analytics that drive customer success
  • Fine-tune prescriptive analytics with an experimental culture to optimize expansion plays
  • Common sense rules for automation before turning Services into a sales engine
  • How cross-functional, data-driven teams can be a force for the organizational alignment required for expansion analytics

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