Conference Presentation

Expand Selling: Accelerating Revenue Growth through Efficient Selling Models and Motions

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The concept of expand selling as a formal initiative is rapidly emerging in the technology industry. Companies are beginning to find ways to accelerate revenue growth with existing customers in a more formal manner, and to do so cost efficiently. Expand selling is different than landing a new technology sale with a customer, and involves more than just selling additional products and services to existing customers. Expand selling can involve helping customers achieve desired business outcomes with their existing technology, which is turn will lead to accelerated revenue growth at scale. To achieve this objective, we see the need for transformation across sales, services, and customer success, and for changes in how these functions interact with one another.

Join Mark Middlekamp, vice president of research for expand selling, as he explores the rapidly emerging concept of expand selling, and shares TSIA’s most recent research findings that can help companies navigate this important transformation. In this session, Mark will discuss:

  • TSIA’s customer engagement model and how this sets the stage for expand selling
  • Our definition of expand selling and why it is needed
  • TSIA’s blueprint for transformation
  • A baseline view of expand selling today, and some TSIA perspectives
  • Research plans for 2015

 

Presented By:

Mark Middlekamp

Vice President, Research and Advisory, Expand Selling, TSIA

Publish Date: May 4, 2015

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Peg Rodarmel, SVP, Subscription Services, Infor

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