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The concept of expand selling (ExS) as a formal initiative is rapidly emerging in the technology industry. Companies are beginning to find ways to accelerate revenue growth with existing customers in a more formal manner, and to do so cost efficiently. Expand selling is different than landing a new technology sale with a customer, and involves more than just selling additional products and services to existing customers. Expand selling can involve helping customers achieve desired business outcomes with their existing technology, which in turn will lead to accelerated revenue growth at scale. To achieve this objective, we see the need for transformation across sales, services, and customer success, and for changes in how these functions interact with one another. The two fundamental questions of expand selling are:
TSIA conducts extensive research so you don't have to. Our detailed analysis of the industry has identified a top set of expand selling business issues that we address through our research programs. Topics include customer engagement models, sales roles, selling skills and functional interactions, customer analytics, and much more. View the ExS Top Business Challenges ▶
An elite group of professionals who possess deep expertise in service revenue generation advise TSIA executive management on how best to deliver relevant programs, research, and events to its members. Julia Stegman is vice president of research, leading TSIA's efforts in industry benchmarking, research, and thought leadership in the area of service revenue generation and expand selling. Who is TSIA?
By J.B. Wood, TSIA
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