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Conference Presentation

Keynote Panel | Welcome to the Customer Growth Team

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As the industry shifts toward subscription revenue models, profitable growth is expected - even demanded. But how do you grow XaaS revenue without adding costs even faster? The answer is that it takes a team. Sales, Services and Product Management all must work from the same playbook. TSIA’s team of revenue experts will discuss ways to achieve XaaS growth in an efficient, cost-effective way, using the LAER model as the roadmap. Topics include: How do we optimize the initial sale, not just for upfront revenue, but for expansion and renewal? What role should Services play in the revenue generation process? How can we help our channel partners make the transition to selling our XaaS offerings? How do we make sure the right people are doing the right revenue-generating things throughout the LAER lifecycle? Join this interactive discussion and get perspective on how to optimize revenue at every step of the customer journey.   Moderator: Steve Frost Panelists: Martin Dove, Anne McClelland, Jack Johnson

Presented By:

Steve Frost

VP, Expand Selling Research, TSIA

Martin Dove

VP, Subscription Sales Research, TSIA

Anne McClelland

VP, XaaS Channel Optimization Research, TSIA

Publish Date: October 28, 2019

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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