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.
Data-Driven Selling: A Different Approach
Learn how to change customer discussions from a sales pitch to advice from a trusted advisor.
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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 (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.
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.
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.
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.
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.
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.
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
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 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.