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Customer Growth and Renewal
Increase revenue throughout the customer lifecycle and maximize renewal rates.
Your Resource for Navigating this Economy
With the current economic conditions, companies are talking about cutting costs... but cutting in the wrong places could have long term negative impacts.
Where do you cut back to reduce costs without compromising productivity or profits? And how do you find places where you can actually grow revenue? TSIA can help you with that.
From maintaining revenue by maximizing renewals, to growing existing customer revenue through expand selling, and a whole lot more, we’ve got you covered.
There’s no better time than now to be a TSIA customer growth and renewal member!
Get Recurring Customer Growth and Service Renewal Strategies
and Advisory with TSIA
Creating a frictionless renewal landscape is vital to optimizing recurring revenue growth, but the associated challenges can often derail that success. At TSIA, we have a research and advisory practice dedicated to helping you optimize revenues throughout the customer lifecycle. We call this practice “Customer Growth and Renewal.”
TSIA’s Customer Growth and Renewal membership provides focused, data-informed research on proven practices for service and subscription revenue. This includes renewal of annuities, lead generation through services, cross-functional growth strategies, and frictionless renewal through subscription plans for XaaS business models and maintenance and support contracts. Whether you’re a traditional technology IT and services company, a born-in-the-cloud SaaS company, or an industrial equipment manufacturer, TSIA’s exclusive insights and customer growth and services renewal best practices can help you exceed your goals.
Top Customer Growth and Service Renewal Challenges
Here are a few of the business challenges we help our
Customer Growth and Renewal members across the globe solve:
Benchmarking Customer Growth and Renewal
Optimizing Engagement Models for Customer Growth and Renewal
Compensation Models to Drive Upsell and Cross-Sell
Customer Engagement Models to Drive Upsell and Cross-Sell
Expand to see more business challenges we can help you solve+
Benchmarking Customer Growth and Renewal
How do I benchmark my company’s recurring service revenue performance versus the industry?
Key Metrics for XaaS Renewals
What are the key metrics to measure the health of renewing revenues for cloud offerings?
Compensation Models to Drive Upsell and Cross-Sell
What are the best practices for compensating and motivating customer facing teams to drive upsells and cross-sells?
Customer Engagement Models to Drive Upsell and Cross-Sell
How do we optimize our customer engagement model to grow revenue from existing customers?
Frictionless and Automated Renewals
How do I utilize autorenew terms and online payment options to reduce friction in the renewal process?
Customer Growth in XaaS
What are the best practices for growing existing customers in a subscription model?
Optimizing Renewal Rates for Service and Subscription Contracts
What are the practices employed by companies that experience best-in-class renewal rates for service contracts and subscription plans?
Segmenting Upsell and Cross-Sell Responsibilities
How do we determine which upsells and cross-sells should be handled by which customer facing team?
Using Customer Data and Analytics for Customer Growth
How do we utilize data and analytics to drive new business within existing customers?
Skills Development for Customer Growth and Renewal
What skills are required for our teams to close expansions and renewals, and what are the best practices for enabling them?
Migrating On-Premise Customers to XaaS
How do we effectively convince our existing on-premise customers to move to our XaaS offerings and help them effectively migrate their data and operations?
TSIA Can Help
Learn more about how TSIA can help your organization promote customer growth and optimize your renewal rates.
Experience Our Customer Growth and Renewal Research
Get a glimpse into our vault of board-ready data insight and thought leadership in customer growth and renewal.
Research Report
Common KPIs for Healthy Service Subscription Business
This publication lists core metrics and the industry standard definitions and formulas to measure subscription plans for cloud-computing models.
Perfecting Renewals Dedicated to Win
Get insights from recent TSIA research into the best organizational strategies and practices to grow revenue.
Research Report
Owning Renewals
This paper addresses who should own renewals in technology companies.
Research Report
Owning Renewals - Abridged Research Report
This paper addresses who should own renewals in technology companies.
Research Report
How to Launch a Lead Generation Program with Services and Customer Success
A step-by-step guide for how to launch a pilot lead generation program at your company by utilizing your services and customer success teams.
Research Report
Framework: Complexity versus Capability
By anchoring on the LAER model, technology companies have a roadmap to optimize revenue and drive desired outcomes throughout the customer life cycle.
Research Report
Framework: Renewal Workflow Segmentation
To be efficient in managing renewals, companies must develop renewal processes where the work types for a fiscal period is segmented into groups.
Research Report
Framework: Customer Growth Team
The shift to selling subscriptions requires companies to build capabilities to manage larger volumes of renewable offers and technology subscriptions.
Research Report
Framework: XaaS Revenue Waterfall
Technology companies need to track revenue progress of subscription services to succeed in the as-a-service business model.
Research Report
Framework: Four Steps to Engaging Customer Success in the Sales Process
TSIA's research highlights the value of integrating customer success into sales processes, providing a framework for success.
Research Report
Customer Growth Workflow
Renewing technology subscriptions and maintenance and support contracts are a key source of revenue for technology companies.
Data View
Customer Growth and Renewal LAER Complexity versus Capability Staffing
A key business challenge addressed in the CGR and CRO practices centers on the question: Who should do what type of selling work? The playing field . . .
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Attend a TSIA Conference
TSIA conferences offer extensive insight and actionable takeaways for those in the subscription services community. You’ll discover how to optimize the subscription renewal process to scale your business and increase customer growth. Additionally, you will learn more about:
- Creating Customer Engagement Models to Drive Customer Growth and Renewal
- Optimizing Renewal Rates for Services and Subscription Contracts
- Best Practices for Customer Growth and Renewal in XaaS
Meet Our Customer Growth and Renewal Executive
Jack Johnson is TSIA’s vice president of customer growth and renewal research. He works closely with member companies to deliver research and advisory programs focused on helping them grow and renew services revenue effectively.
Experience Our Community
Join our community of industry leaders.
Customer Growth and Renewal Advisory Board
This elite group of professionals advises TSIA on how to best deliver relevant programs, research, and events to members.
Extreme Networks
Rob Rosa
SVP, Worldwide Service Sales
Dell Technologies
Lou Mabley
SVP, Services Support Sales and Operations
Cisco Systems
Jeremy Aston
VP, Sales Americas Software and Services
Schneider Electric
Marie-Pierre Belanger
VP, Digital Services Product Management and Marketing
TSIA Member Outcomes
Improving customer growth and renewal performance.
See the impact TSIA is making on the tech industry by helping customer growth and renewal organizations improve their performance.