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-icon

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. 

documents-icon
Ebook

The 7 Levers of LAER Transformation

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

video-icon

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.

documents-icon
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.

video-icon

Customers Wont Grow Themselves The State of Expand Selling 2021

Join us to learn how to efficiently grow revenue with your existing customers.

documents-icon
Research Report

The State of Expand Selling: 2021

Annual report documenting major trends and disruptions in expand selling and highlighting the research plan for 2021.

video-icon

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.

documents-icon
Research Report

Expand and Renew

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

video-icon

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.

documents-icon
Data View

Services-Generated Leads

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

video-icon

No Letter in LAER Stands Alone

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

documents-icon
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.

video-icon

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.

 
 
 
 

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.