This content is currently only available to TSIA members.

If you believe you are seeing this message in error,
please let us know.


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. 

February 02

The State of XaaS Sales 2022 The Four Most Important Things for Sales

Learn the four most important factors for a successful XaaS sales organization.


Planning for Growth in Strategic Accounts

Discover how to grow your strategic accounts to their full potential with TSIA’s recommended customer growth strategies.

Data View

Expectations for Selling SaaS

This document reports key research findings on the topic of selling SaaS.


Leveraging Data and Analytics for Customer Growth

Learn how to effectively leverage data and analytics to grow revenue with your existing customer base.


Setting the Expectations for Selling SaaS

Find out what really happens during SaaS sales transformations and how you can accelerate your own changes and avoid common mistakes.

Data View

Low Friction Selling: Research Findings

This document reports key research findings on the topic of low-friction selling.

Research Report

Data-Driven Story: 2021 Impact of Remote and Digital Sales on Sales Organization

How changes to inside sales, outside sales, and automation impact growth rate and where investments in automation should be allocated.


The New Partnership Between Sales and Services

Learn how Sales and Services have to work together to transform their business models.

Research Report

The Role of Sales in the XaaS Transformation

This paper examines the role sales organizations play in the XaaS transformation.


The 7 Levers of LAER Transformation

Details of LAER and how to implement core LAER principles and practices throughout your customer-facing organizations.


TSIA Spring Virtual Summit How Services Can Help Drive Revenue and Growth

Learn useful insights and proven steps you can take immediately to drive more services revenue and overall growth for your company.

Research Report

The Critical Practices for Migrating Customers to XaaS

This paper provides insight into seven critical practices that are actually moving the needle toward XaaS migration success.


Attend a TSIA Conference

TSIA conferences offer 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

Meet Our Expand Selling Research Executive

This expert research executive heads up our expand selling research practice.

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.