TSIA's detailed analysis of the industry has identified a top set of expand selling business challenges that we address through our membership program.
What are the best practices and core metrics for Expand Selling?
How do we build a Business Value Consulting Practice to improve Upsell & Cross Sell to existing customers?
What models are companies using to cost effectively sell new LVL3/LVL4 offers into existing customers?
How do we build the business case internally to invest in Expand Selling initiatives?
How do we build a closed-loop process from lead identification to closure for Services, Success and Support Generated Leads?
What are common compensation practices for services, support, and customer success teams for lead generation with existing customers?
What are common compensation practices for sales, services, and customer success team members to drive new business with existing customers?
What are the transformations and investments in people and process required across land, adopt, expand, and renew to accelerate revenue growth with existing customers?
What are the optimal engagement models for driving new leads with existing customers?
What are the best ways to get started with Expand Selling?
What are the Key Performance Indicators for effective Expand Selling?
What are the best practices for services, support and Customer Success personnel to generate leads for new business with existing customers?
How do we track, and measure financial metrics such as customer expansion cost (CEC) to determine the performance of our expand selling initiatives?
What are the best ways to structure our Sales, Services, Success and Support teams around Expand Selling?
What are the best practices and core capabilities I need to build to generate leads for services and products with predictive analytics?
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.
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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.
Account Intelligence for Customer Growth
This report offers valuable insights into where to focus your time and resources around analytics, customer data, and account intelligence.
How to Find Leads for Services
Join us for this 30-minute webinar to discuss best practices for involving Services in the Sales process.
A 30-Minute Crash Course on the World of Sales
To work effectively with your Sales teams, it’s imperative to understand their mindset, culture, and language. Get your 30-minute crash course.
Expand Selling for Education Services
How to turn interactions between instructors and customers into leads and actionable insights for sales, benefiting your company and the customer.
How to Close Upsells with Services and Customer Success
This report gives guidance on how to involve services and customer success teams in upselling to existing customers.
Engaging Services and Customer Success in the Sales Process
Across the technology industry, companies are under pressure to use their limited Sales and Marketing resources to increase revenue - effectively . . .
How Services and Marketing Can Work Together for Customer Growth
This report gives guidance on the ways that services and marketing teams can work together to foster customer growth.
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.
Helping Will Sell Selling Won't Help
Find out how your Services and Customer Success teams can help drive revenue growth for your company, while helping improve customer outcomes.
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:
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.
This elite group of professionals advises TSIA on how to best deliver relevant programs, research, and events to members.
General Manager, Support Sales
VP, Global Field Success
Vice President, Services
Sr. Director, Technical Services Strategy & Operations
See the impact TSIA is making on the tech industry by helping Expand Selling organizations improve their performance.
The Technology Services Industry Association (TSIA) is dedicated to helping services organizations large and small grow and advance in the technology industry. Find out how you can achieve success, too. Call us at (858) 674-5491 or we can call you.