Your browser does not support JavaScript! "INSIGHT Article - A Business Model Revolution is Underway... How Long Can Your Product Business Successfully Compete? by Tom Esposito and Peter Lyons"
Modo de Proceder
The Insight Group Article

A Business Model Revolution is Underway... How Long Can Your Product Business Successfully Compete?

October 2016

by Tom Esposito, Chairman, & Peter Lyons, Partner, The Insight Group

Anything as a Service

"As a Service" Business Model Perspective

Unlike more traditional hierarchies employed by most product companies, the services business structures look more like “virtual” networks of expert teams, formed to meet rapidly evolving customer needs. These teams of individuals, selected for their “customer valued” skills, solve problems more quickly, improving the competitiveness of both client and firm alike.

"Successful incumbent firms are more likely to follow the trajectory of Kodak, Sears, Bethlehem Steel, and many newspapers, dead or diminished after technology transformed their industries. Little wonder that for the past two years, when we have asked Fortune 500 CEOs to name their single biggest challenge, their No. 1 answer has been 'the rapid pace of technological change.'"

-Geoff Colvin

Rather than just products, they use an integrated offerings approach of products, services, IP, Infrastructure and assets in partnership with other solution providers and clients to createsignificant value for their clients. The recent rapid infusion of technology into the business model (hybrid cloud, social media, big data/analytics, augmented reality, mobility, IoT* etc.) has created new disruptive delivery models such as “Anything-as-a-Service” (XaaS). In order to take advantage of XaaS often requires significant changes to existing company culture, how business is managed, IT Infrastructure, and how they engage their people. The ability to dynamically allocate skilled resources and intellectual assets to opportunities becomes the key for sustained success of individuals and an organization’s ecosystem.

Success in this new business model for most product firms will be tied to a clear understanding of the key elements of the “technology-enabled” services and solutions business model and how it differs from the current legacy model. In addition, you will need to acquire new skills and capabilities, transform the culture, and implement best-in-class services business processes. To thrive in this technology-enabled business model companies will also have to become technology firms with top notch software application development capabilities and strategic partnerships.

Key Questions — A New Playbook

To achieve a best-in-class, readiness "health check" for your services and solutions units and/or business, it is important to assess current business management practices, offerings development capabilities, go-to-market capabilities, and talent management. The Insight Group has formulated 15 questions across these four areas to assist your business in moving forward. These questions and more can be found in our downloadable white paper below.

Insight White Paper
Download White Paper
"A Business Model Revolution is Underway"

If you would like more information on this topic, contact Tom Esposito ( or Peter Lyons (

Tom Esposito - The Insight Group Email Tom Esposito View Tom Esposito's LinkedIn profile

Tom Esposito is Chairman and Founder of The Insight Group. Prior to INSIGHT, Tom had a distinguished career at IBM with a broad range of responsibilities, including senior executive positions in organization and management systems, marketing, and services where he was Vice President of Global Consulting and Services and Chairman of the Services Executive Council. Tom is credited as one of the key architects of IBM’s Global Services business, which today is IBM’s largest & fastest growing business.

More on Tom at INSIGHT

Peter Lyons - The Insight Group Email Peter Lyons View Peter Lyon's LinkedIn profile

Peter Lyons heads the Executive and Leadership Development practice at INSIGHT. He has extensive experience as a business coach and practice leader. Peter spent 10 years in DuPont’s in-house business consulting organization where he led both the Strategy Execution and Services Business Growth practices. He helped design and deliver a Six Sigma-based Marketing and Innovation Process Champion training program to hundreds of marketing and technology executives, a leadership certification program designed to train the future leaders of DuPont.

More on Peter at INSIGHT

The INSIGHT Group is a management consulting firm dedicated to assisting product-based companies implement high growth services and solutions business plans and strategies. We help clients design and execute broad transformational initiatives including go to market strategies as they extend their product portfolio to include delivering capabilities as a service. Our partners are experienced line executives with a proven track record of helping our clients transform from a product-focused company to services and solutions led company.

client photo team photo alliance partner photo
Meet our Clients Meet our Thought Leaders Meet our AlliancePartners

Insight Group News

Profiting from Services co-authored by Insight's Stephen Brown

Profiting from Services

Insight Group Articles

Monetizing Data and Analytics

by Rich Lechner. Read this article

A Business Model Revolution is Underway... How Long Can Your Product Business Successfully Compete?

by Tom Esposito & Peter Lyons. Read this article

Cultural Challenge Series

by Tom Esposito and Peter Lyons (et al).

Why Service-Solutions is a Really Big Deal

by Ed Petrozelli. Read this article

Beyond Products: Innovating & Diversifying in Healthcare

by Maryann Ciampa. Read this article

Company Culture and Leadership Development: Keys for Transformation

by Bob Giacometti and Peter Lyons. Read this article

Managing Intellectual Capital for Services

by Tom Esposito. Read this article

Aligning Business Model & Culture to Maximize the Analytics Opportunity

by Ed Petrozelli. Read this article

Account Planning: The Cornerstone of Strategic Account Management

by Mike Byrnes and Gus Maikish. Read this article

Managing Services Acquisitions: 5 Key Elements for Success

by Michael Poehner. Read this article

Six Keys to Success in Services: HR's New Role

by Bob Giacometti. Read this article

Selling Value-Added Services: What's working, What's not

by Mike Byrnes & Ed Petrozelli. Read this article

Transforming into a Customer Solutions Business

by Tom Esposito & Peter Lyons

Part 1: A Changing Business Landscape

Part II: Operating the Services / Solutions Business Model

The Role of Culture as Businesses Shift from Products to Services/Solutions

by Mike Byrnes & Ed Petrozelli.

Part 1: Key Challenges
Part 2: Key Success Factors

Collaborative Leadership: The Top 10 Traits of Collaborative Leaders

by Bob Giacometti. Read this article

10 Keys to Leading a Strategic Account in the New World of Providing Value-Added Solutions & Services

by Gus Maikish & Mike Byrnes. Read this article