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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.
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.
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Low Friction Selling: Research Findings
This document reports key research findings on the topic of low-friction selling.
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.
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.
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.
Customers Wont Grow Themselves The State of Expand Selling 2021
Join us to learn how to efficiently grow revenue with your existing customers.
The State of Expand Selling: 2021
Annual report documenting major trends and disruptions in expand selling and highlighting the research plan for 2021.
Driving Subscription Upsell and Cross-Sell Through Channel Partners
Join us to learn how to move your channel into a lifecycle sales cadence to drive more recurring revenue off your base of ARR.
Expand and Renew
This report looks at how to maintain and grow revenue without additional sales and marketing budgets.
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:
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.