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Expand Selling Benchmark

The Expand Selling (ExS) Benchmark Study focuses on the practices, capabilities, and metrics related to expand selling. TSIA defines expand selling as “a systematic approach that unlocks revenue growth with your existing customers.” Expand selling involves bringing sales, services, customer success, marketing, and sales operations together in new ways to achieve this objective. The three modules of the study include:

  1. Practices and capabilities — expand selling
  2. Practices and capabilities — formal lead generation programs
  3. Expand selling metrics


Study questions span everything from traditional product and services business models to technology-as-a-service (XaaS). A core deliverable of membership in the Expand Selling discipline is a comparison of member companies' practices, metrics, and business results relative to other successful companies in the industry.

Not a Member Yet?  A membership in TSIA offers the opportunity to learn from our experts as well  as your peers in the technology services industry. Join our community of more  than 30,000 individual service executives. What are you waiting for?  Request my Membership Briefing

Contact us for more information and to view the complete list of questions in the TSIA Field Services Benchmark.