TSIA's detailed analysis of the industry has identified a top set of expand selling business challenges that we address through our membership program.
What are the best practices and core metrics for Expand Selling?
How do we build a Business Value Consulting Practice to improve Upsell & Cross Sell to existing customers?
What models are companies using to cost effectively sell new LVL3/LVL4 offers into existing customers?
How do we build the business case internally to invest in Expand Selling initiatives?
How do we build a closed-loop process from lead identification to closure for Services, Success and Support Generated Leads?
What are common compensation practices for services, support, and customer success teams for lead generation with existing customers?
What are common compensation practices for sales, services, and customer success team members to drive new business with existing customers?
What are the transformations and investments in people and process required across land, adopt, expand, and renew to accelerate revenue growth with existing customers?
What are the optimal engagement models for driving new leads with existing customers?
What are the best ways to get started with Expand Selling?
What are the Key Performance Indicators for effective Expand Selling?
What are the best practices for services, support and Customer Success personnel to generate leads for new business with existing customers?
How do we track, and measure financial metrics such as customer expansion cost (CEC) to determine the performance of our expand selling initiatives?
What are the best ways to structure our Sales, Services, Success and Support teams around Expand Selling?
What are the best practices and core capabilities I need to build to generate leads for services and products with predictive analytics?
Engaging Services in the Sales Process
Join us to learn when, where, and how Services teams should be brought into the sales process to help drive low-cost revenue growth.
The State of Expand Selling 2018
Get the latest TSIA research, industry trends, and data point that a shift in how technology companies are acquiring low-cost revenue in 2018.
The State of Expand Selling: 2018
This report provides an in-depth look into expand selling key trends, and addresses the shift that's taking place in 2018.
What Is Expand Selling?
Expand selling is a cost-effective approach to growing customers. Find out how your company can leverage the right models and motions.
4 Levers to Help Your Sales Team Sell Services
Motivate your sales team to effectively sell services with these 4 full-proof levers.
3 Critical Moves for Preparing Service Teams to Drive Revenue
Get the insight, data and know-how you need to successfully involve Services into the sales process.
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Gamification Models for Enabling Lead Generation through Services
Information from TSIA’s 2017 Lead Generation through Services survey, specifically looking at the use of gamification for lead-generation success.
7 Steps to $7 Leads
Join this webinar to learn how to launch a lead generation program where leads costs as little as $7 and close more than 20% of the time.
Generating $7 B2B Leads from Your Customer-Facing Teams
In this white paper, we will explore how your customer-facing teams are an untapped source of low-cost B2B lead generation.
The Expand Selling Maturity Model
This report walks you through the expand selling journey, looking at challenges and best practices as well as the upsell and cross-sell motion.
Expand Selling Lead Generation through Services Survey Findings
Survey results on how companies are compensating non-sales personnel for sales motions, such as lead generation and upsell and cross-sell motions.
Measuring Customer Expansion Cost (CEC)
This paper provides formulas and inputs to calculate your company's customer expansion cost (CEC) and how that measure intertwines with churn rate.
Steve 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.
This elite group of professionals advises TSIA on how to best deliver relevant programs, research, and events to members.
VP and GM, Cisco Services
General Manager, Support Sales
VP, Global Field Success
Vice President, Services
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 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.