Expand Selling

Expand Selling Business Challenges

We know what it takes to drive revenue growth with existing customers.

TSIA's detailed analysis of the industry has identified a top set of expand selling business challenges that we address through our membership program.

Expand to view the top expand selling business challenges +

Experience Our Research

Get a glimpse into our vault of board-ready data insight and
thought leadership in expand selling.

June 25

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.

Research Report

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.

Research Report

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.

Research Report

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.

Research Report

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.

Research Report

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.

Research Report

Account Intelligence for Customer Growth

This report offers valuable insights into where to focus your time and resources around analytics, customer data, and account intelligence.


How to Find Leads for Services

Join us for this 30-minute webinar to discuss best practices for involving Services in the Sales process.


A 30-Minute Crash Course on the World of Sales

To work effectively with your Sales teams, it’s imperative to understand their mindset, culture, and language. Get your 30-minute crash course.

Research Report

Expand Selling for Education Services

How to turn interactions between instructors and customers into leads and actionable insights for sales, benefiting your company and the customer.


Attend a TSW Conference

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:

  • 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.

Meet Our Expand Selling Research Expert

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.


Expand Selling Advisory Board

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


Denise Rundle
General Manager, Support Sales

Splunk, Inc.

Doug May
VP, Global Field Success

Vital, A Toshiba Medical Systems Group Company

Russ Nettle
Vice President, 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.