Research Report

2019 Expand Selling Technology Stack

"Formal, structured expand selling initiatives are just now taking root in the industry..."

As customers begin realizing desired outcomes from technology investments, technology providers must constantly be looking for opportunities for expand selling, which TSIA categorizes as providing additional products and services to help existing customers achieve business outcomes more quickly, with an emphasis on how to utilize services teams and data in the process. 

In this report, TSIA has identified 10 separate technology categories recommended for automating and accelerating expand selling operations, to increase operations efficiency, including:

  • Core Infrastructure Technology
  • Productivity Tools
  •  Tools to understand and track customer behavior and satisfaction

New capabilities have emerged to improve productivity with expand selling workflows and increase effectiveness for identifying new revenue opportunities from existing customers. Executives responsible for expanding product and service revenue with existing customers should understand which enabling technology components are already well adopted by technology firms, as well as emerging tools that may provide a boost to operational and financial metrics.

Download your copy of the report now and you’ll also learn how technology can be leveraged for “extreme automation,” making dramatic improvements to productivity, service quality, or revenue through the use of innovative technology. 

Authored By:

John Ragsdale

Distinguished Vice President, Service Technology Research, TSIA

Steve Frost

Vice President, Expand Selling Research, TSIA

Publish Date: January 31, 2019

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