Conference Presentation

All Hands on Deck for Revenue Growth

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CEOs and CFOs are looking for top line revenue growth – either to cover shortfalls in product revenues, or simply to grow top line revenues faster. The good news is we have more opportunities than ever before to have a positive impact on our company’s top line revenues. We will cover two revenue generation topics in this session:
  1. Renewal Maturity Model: Recurring service revenues provide financial stability for technology companies. So we need to intensify the optimization of these annuity revenue streams. TSIA has documented the distinct patterns that companies undergo to evolve their renewal capabilities. This Renewal Maturity Model answers questions such as:
  • What are the capabilities of technology companies with the highest renewal rates?
  • What are the typical evolutions these models go through
  • How does my renewal model compare with the industry?
      2. Expand Selling Models: Sales costs are rising exponentially so many CFOs are looking for new ways to generate product revenues with lower cost sales models. The service organization can play a key role in not only growing service revenues, but also with growing product revenues with existing customers.
  • How can you expand your team’s sales and marketing capabilities to contribute to product revenue growth, in addition to service revenue growth?
  • How are customer-facing roles evolving with the new B4B Expand Selling models?
  • What are the new capabilities we need to build to be successful?
Bring your questions and join the conversation with Julia Stegman, vice president of Research for the Service Revenue Generation discipline.


Presented By:

Julia Stegman

Vice President, Research, Service Revenue Generation, TSIA

Publish Date: May 5, 2014

TSIA is well worth the investment. This is the one place where you can come and get a fusion of ideas that you can then marry up to the goals and objectives of your organization and boil that down into several actionable plans that you can implement over the next 6 months to a year.

Peg Rodarmel, SVP, Subscription Services, Infor

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