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This publication articulates the findings from the 2017 Expand Selling Upsell and Cross-Sell survey, which identifies best practices for alignment, compensation, and roles for accomplishing sales tasks with services and customer success functions. It helps to determine best practices and guidelines for which sales can be handled by services and success managers, and which need to be driven by more traditional sales channels. It looks at various alignment models to determine which are most productive for driving growth from existing customers.
Vice President, Expand Selling Research, TSIA
Publish Date: March 26, 2019
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