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Conference Presentation

Growing Customers: Optimizing Education Services Sales

This report is for Education Services members only

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Growing customers can mean a couple of things: more net-new customers and existing customers buying more. Growing the business is at the forefront for most education services leaders, yet benchmark data shows that ES growth is becoming more elusive and hoovers in the single digits. Earlier this year, TSIA’s Education Services research area conducted a Sales Summit, in which ten ES member companies convened to discuss the following: A dedicated ES salesforce versus no ES salesforce Sales compensation practices Demand generation Applying expand selling strategies to ES Leveraging free offers to lead customers to fee-based offers Selling subscriptions and subscription renewal practices Partnering with other service lines to sell education offers This presentation discusses the best practices that surfaced from the summit and provides examples of what education organizations are doing to combat stagnation. So, if you’re tired of single-digit growth, come learn what others are doing to successfully grow customers.

Presented By:

Maria Manning-Chapman

VP, Education Services Research, TSIA

Publish Date: October 16, 2018

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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