Conference Presentation

Systematic Expand Selling: Where to Start, How to Start

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There are many moving parts to expand selling involving different service lines, how functions including sales and services interact, and organizational constructs. Expand selling also cuts across both traditional product/service and XaaS models. As expand selling continues to take root, more and more companies are realizing that they must take a systematic approach to expand selling initiatives. Join our TSIA member panelists along with Mark Middlekamp, VP of Research for Expand Selling, as we explore this topic of systematic expand selling, and how these early adopters are answering the two fundamental questions of “where do we start?” and “how do we start?” Learn how these companies have successfully started down the path, the challenges and opportunities they have experienced, and what they believe lies ahead.

Presented By:

Mark Middlekamp

VP Research, Expand Selling, TSIA

Bart Fanelli

VP, Global Field Success, Splunk

Wassilios Lolas

Global Head, Customer Lifecycle Value Services, SAP SE

Publish Date: May 4, 2016

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