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Conference Presentation

Opening Keynote | Building Revenue Across the Customer Lifecycle (sponsored by CSS Corp)

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Tomorrow’s winning P&L is going to look different than the one that built your company. The pandemic has accentuated the need to monetize existing customers effectively. It has also raised the question of whether a new state-of-the-art sales approach is forming. What we can all agree on is that revenue generation is becoming a team sport. Almost everyone who touches the customer today is doing so with a specific customer success and growth mission in mind. But can we really afford to add layer upon layer upon layer of sales cost on enterprise business models? Is the “business of sales” at a tipping point? Is pulling the same old levers of more sales people really going to be the winning play during and post-pandemic? In this session J.B. Wood and Thomas Lah will share TSIA data and perspective on how tech companies have implemented LAER (Land, Adopt Expand Renew) on the journey to LAER efficiency. Importantly, you will hear what TSIA believes are the target LAER economics that should be in markets where unit price are going down, unit volumes are becoming king and customers want to pay based on consumption, outcomes and value. You will hear where the sales expense dollars should be going across acquisition, expansion and renewal. We will be also be polling the audience on their company’s current sales strategies are during the pandemic and what they believe it will be in the post pandemic, XaaS world. Don’t miss this exciting session which will begin an industry wide conversation on modernizing the revenue generation process for enterprise tech, industrial and other markets.
Sponsored by CSS Corp.
Tracks: Customer Success, Education Services , Expand Selling , Field Services, Keynote, Managed Services, Professional Services, Service Revenue Generation, Subscription Sales, Support Services, XaaS Channel Optimization, XaaS Product Management

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Publish Date: December 10, 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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