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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.
What are some first steps we can take to engage Services and Customer Success in the Sales Process to grow existing customers?
How do we optimize our customer engagement model to grow revenue from existing customers?
How do we best utilize our Service and Customer Success teams to grow Service revenue with existing customers?
How do we determine which upsells and cross-sells should be handled by our Sales teams, and which should be driven by our Customer Success or Service teams or our channel partners?
What are the best practices leveraging the data generated by our products and our services teams to identify and close new business with existing customers?
How do I launch a lead generation program with our Service and/or Customer Success teams to help them find new opportunities with existing customers?
What are the best practices for growing existing customers in a subscription model?
How do we get our Sales, Marketing, Customer Success, and Services teams aligned around the best ways to grow revenue from existing customers?
What are the best practices for Service and Customer Success teams to generate leads for new business with existing customers?
What are the best practices for compensating and motivating Services and Customer Success teams to drive upsells and cross-sells?
How do we utilize data and customer intelligence to identify new service opportunities with existing customers?
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.
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.
Slides | Re-Start Your Growth Engines: XaaS and Your Existing Customers
Discover how to achieve profitable growth in XaaS and Subscription models by driving more revenue from existing customers.
Re Start Your Growth Engines XaaS and Your Existing Customers 1
This sessions focus is on the cross-functional efforts required to grow existing customers in XaaS.
The COVID-19 To-Do List for Revenue Leaders
A current and future checklist for revenue leaders for managing a crisis.
TSIA Virtual Summit: Transforming your Customer Engagement Model for Growth
Join us for this 2.5 hour virtual summit to ask your questions live, about COVID-19 and get insight into improving adoption, expansion, and renewal.
A New Approach to Customer Growth: The State of Expand Selling 2020
Join us and learn how to optimize profitable XaaS growth through partnership between sales, marketing, and services.
A New Approach to Customer Growth
The reexamination of the people, processes, and technologies that go into growing existing customers are the subjects covered in this paper.
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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.
Data-Driven Selling: A Different Approach
Learn how to change customer discussions from a sales pitch to advice from a trusted advisor.
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.
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.
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.
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 the vice president and managing director of revenue research and advisory for TSIA. He also serves TSIA’s vice president of expand selling research. Steve helps member companies grow their services, subscription, and XaaS revenue by optimizing their practices for growth throughout the customer lifecycle.
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
SVP, Global Sales 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 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 (858) 674-5491 or we can call you.