Expand Selling

Develop A Successful Upsell and Cross-Sell Strategy with TSIA

For Services leaders with a defined revenue target, increasing sales and cross-sell opportunities is key, but defining a strategy for success
requires a data-driven plan. At TSIA, we have a research and advisory practice dedicated to the land and expand strategy which we call
“Expand Selling. ” TSIA’s Expand Selling membership can provide your organization with exclusive insights on expansion selling trends,
the most comprehensive benchmarking data in the industry, and expert advice along the way. You’ll discover how to effectively utilize
services touchpoints to increase revenue from existing customers. 

Top Upsell and Cross-Sell Challenges

Here’s a look at several of the business challenges we help our Expand Selling members across the globe solve: 

How to get started with Expand Selling
Creating customer engagement models to drive upsell and cross-sell
Growing service revenue with Expand Selling
How to segment upsell and cross-sell opportunities
Expand to see more business challenges we can help you solve+

TSIA Can Help

If your organization is struggling to develop an effective method for driving revenue through cross-sell and upsell, or is unclear who should be taking the lead on these initiatives, TSIA’s Expand Selling research and advisory practice can help.

Experience Our Research

Access TSIA’s data-driven research vault to unlock exclusive reports, webinars, peer insights and best practices.

TSIA’s analysts and industry experts offer deep insight from the largest vault of technology and service data so that you can stay a step ahead of your peers with the latest expansion sales strategies and best practices. 


Data-Driven Selling: A Different Approach

Learn how to change customer discussions from a sales pitch to advice from a trusted advisor.

Research Report

How Support Services Can Safely Help Sales

A primer on how support services can safely help sales, their customers, and themselves, while helping the organization grow revenues.

Research Report

Data-Driven Selling (Abridged)

This paper offers ideas on how to leverage customer data by turning it into account intelligence, allowing for cost-effective revenue growth.

Research Report

Data-Driven Selling

This paper is designed to help you leverage the customer data you’re already collecting by turning it into account intelligence.


Expand and Renew: How Do You Harmonize the Two?

Get an overview of how to structure the sales motions to ensure your customers renew and grow their relationship with you.

Research Report

2017 Expand Selling Upsell and Cross-Sell Survey Results and Key Findings

This publication articulates the findings from the 2017 Expand Selling Upsell and Cross-Sell survey.


The State of Expand Selling 2019

Learn how to grow customer spend, find new service opportunities, and utilize current resources to drive new revenue with existing customers.

Research Report

How to Find, Package, and Close New Service Opportunities with Existing Customer

How to grow service revenue from existing customers without investing heavily in additional sales and marketing resources.

Research Report

TSIA Case Study: The Power of the “Uptell” (Abridged)

Abridged case study of how Microsoft's "Achieve More" program led to better customer outcomes and increased revenue.

Technology Insight

The State of Expand Selling: 2019

Key emerging concepts and practices around engaging services and customer success teams in the sales process for cost-effective customer growth.

Research Report

TSIA Case Study: The Power of the “Uptell”

Microsoft’s “Achieve More” program that led to lower churn rates, higher customer satisfaction, better customer outcomes, and increased revenue.


Chatbots for B2B Lead Generation: How to Deliver Conversations at Scale

Learn how modern conversational chatbots can help companies engage prospects with personalized, contextual information at scale.


Attend a TSW Conference

TSW offers extensive insight and actionable takeaways for executives in the technology and services community. Learn more about combining your Sales and Services teams to scale your business, including:

  • The partnership between Sales and Services
  • Engaging Services and Customer Success in the sales process
  • Using data to find new opportunities with existing customers
Martin Dove speaking at TSW

Experience Our Community

Join our community of expand selling leaders.

Meet Our Expand Selling Research Expert

Steve Frost is TSIA’s vice president of expand selling research. He works closely with member companies to deliver research and advisory programs focused on how to use different sales approaches and Services touchpoints to drive new leads, increase revenue, and provide better customer outcomes.

Learn more about Steve.


Expand Selling Advisory Board

This elite group of professionals advises TSIA on how to best deliver relevant programs, research, and events to members.


Denise Rundle
General Manager, Support Sales

Splunk, Inc.

Doug May
VP, Global Field Success

Vital, A Toshiba Medical Systems Group Company

Russ Nettle
Vice President, Services

Riverbed Technology, Inc

Jason Ryssemus
SVP, Global Sales Operations


TSIA Member Outcomes

Leveraging Services touchpoints to drive qualified leads for sales.

See the impact TSIA is making on the tech industry by helping Expand Selling organizations improve their performance.