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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!
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.
How do I benchmark my company’s recurring service revenue performance versus the industry?
What are the key metrics to measure the health of renewing revenues for cloud offerings?
What are the best practices for compensating and motivating customer facing teams to drive upsells and cross-sells?
How do we optimize our customer engagement model to grow revenue from existing customers?
How do I utilize autorenew terms and online payment options to reduce friction in the renewal process?
What are the best practices for growing existing customers in a subscription model?
What are the practices employed by companies that experience best-in-class renewal rates for service contracts and subscription plans?
How do we determine which upsells and cross-sells should be handled by which customer facing team?
How do we utilize data and analytics to drive new business within existing customers?
What skills are required for our teams to close expansions and renewals, and what are the best practices for enabling them?
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?
Learn more about how TSIA can help your organization promote customer growth and optimize your renewal rates.
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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.
This paper addresses who should own renewals in technology companies.
Owning Renewals - Abridged 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.
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.
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.
Framework: Customer Growth Team
The shift to selling subscriptions requires companies to build capabilities to manage larger volumes of renewable offers and technology subscriptions.
Framework: XaaS Revenue Waterfall
Technology companies need to track revenue progress of subscription services to succeed in the as-a-service business model.
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.
Customer Growth Workflow
Renewing technology subscriptions and maintenance and support contracts are a key source of revenue for technology companies.
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 . . .
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:
This elite group of professionals advises TSIA on how to best deliver relevant programs, research, and events to members.
SVP, Worldwide Service Sales
SVP, Services Support Sales and Operations
VP, Sales Americas Software and Services
VP, Digital Services Product Management and Marketing
See the impact TSIA is making on the tech industry by helping customer growth and renewal organizations improve their performance.
The Technology & Services Industry Association (TSIA) is dedicated to helping technology and services organizations large and small grow and advance in the technology industry. Find out how you can achieve success, too. Call us at 800-876-6511 or we can call you.