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Conference Presentation

Expand Selling | Re-Start Your Growth Engines: XaaS and Your Existing Customers

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The COVID-19 crisis will only intensify two of the most prominent trends in the tech industry: The movement to XaaS offerings and the need to drive cost-efficient growth. Subscription offers and XaaS are clearly the fuel for growth. However, the best way, in fact perhaps the only way, to achieve profitable growth in XaaS and Subscription models is by driving more revenue from your existing customers, rather than focusing the majority of your efforts and resources on acquiring new ones. The strategy, methods and tactics required to grow existing customers in the XaaS model are very different than the ones required under the traditional transactional approach to selling technology. You will need to fundamentally change the way you do things throughout the customer lifecycle. A partnership between Sales, Services and Customer Success, supported by Data and Analytics, is required to transform and optimize your go-to-market for profitable XaaS growth. The cross-functional efforts required to grow existing customers in XaaS are the focus of this session with TSIA’s Steve Frost, VP and Managing Director of Revenue Research and Advisory. Steve will use the TSIA LAER framework to guide you through a re-examination of the people, processes and technologies needed to grow revenue effectively and efficiently.

Presented By:

Steve Frost

VP and Managing Director Revenue Research, TSIA

Publish Date: May 6, 2020

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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