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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. 

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Research Report

Expand and Renew

This report looks at how to maintain and grow revenue without additional sales and marketing budgets.

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Re Start Your Growth Engines XaaS Your Existing Customers

Create a strategy to migrate your subscription models by leading existing customers to new offerings, while also building ongoing profitable growth.

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Data View

Services-Generated Leads

TSIA DataPoint that looks at the effect of services-generated leads.

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No Letter in LAER Stands Alone

In this TSIA webinar, you’ll learn how LAER efficiency results in cost-efficient revenue growth.

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Research Report

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.

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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.

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White Papers

The COVID-19 To-Do List for Revenue Leaders

A current and future checklist for revenue leaders for managing a crisis.

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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.

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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.

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Research Report

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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Research Report

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.

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Data-Driven Selling: A Different Approach

Learn how to change customer discussions from a sales pitch to advice from a trusted advisor.

 
 
 
 

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
 
 

Experience Our Community

Join our community of expand selling leaders.

Have questions about navigating the impact of the COVID-19 pandemic? Ask your peers at TSIA Exchange—a free forum for technology, services, sales, and product teams to ask questions and get answers together.

 
 

Meet Our Expand Selling Research Expert

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.

 

Expand Selling Advisory Board

This elite group of professionals advises TSIA on how to best deliver relevant programs, research, and events to members.

Microsoft

Denise Rundle
General Manager, Support Sales

Splunk, Inc.

Doug May
VP, Global Field Success

Vital, A Toshiba Medical Systems Group Company

Russ Nettle
VP, Services

Riverbed Technology, Inc

Jason Ryssemus
SVP, Global Sales Operations

 

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.