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Date: June 23, 2015

Author: Mark Middlekamp

Description:
This publication articulates the trends TSIA is seeing related to technology companies' customer engagement life cycle models, including where these models are today, the changes occurring as companies pursue B4B Level 3 and Level 4 operating models, and what models appear to be producing the best revenue growth performance results. 

Applicable Disciplines:
Expand Selling

Keywords:
customer engagement; land; renew; adopt; expand; adoption; renewal; expand selling; sales; customer success; services

Functional Areas:
Finance;Human Resources;Marketing;Sales;Service Delivery;Strategy

Markets:
Consumer Technologies;Enterprise IT and Telecommunications;Healthcare and Healthcare IT;Industrial Equipment