Conference Presentation

Expand Selling: Building a Strategic Framework for Growing Customers Successfully

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TSIA is observing that many technology companies are experimenting with new expand selling models and motions to successfully grow customers. These new approaches involve transformations in how companies leverage their sales, services, customer success, and marketing functions to bring about accelerated, cost-effective revenue growth with existing customers.
Join Mark Middlekamp as he explores these emerging areas of transformation, and provides a “where to begin” strategic framework for companies to leverage as you start on your expand selling journey. In this session, Mark will discuss how technology companies can begin to:

  • Tackle the four distinct expand selling revenue opportunities that TSIA has identified.
  • Build the capability building blocks necessary for successful expand selling.
  • Create expand selling financial models to know what success looks like.
Mark will provide additional focus and perspective on the rapidly emerging topics of expand selling lead generation and customer outcome engineering in the context of this strategic framework. 


Presented By:

Mark Middlekamp

VP, Research, Technology Services Industry Association (TSIA)

Publish Date: October 19, 2015

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