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TSIA research shows that when services and customer success teams have significant responsibilities around upsells, the average revenue per account (ARPA) growth rate of those companies nearly doubles. As long as these upsells are taken under the mindset of helping the customer solve a problem, reach a desired result, or maximize their technology investment, then all the parties involved can benefit. This paper gives guidance on how to do so in a safe and productive way.
Vice President, Expand Selling Research, TSIA
Publish Date: July 19, 2018
TSIA is well worth the investment. This is the one place where you can come and get a fusion of ideas that you can then marry up to the goals and objectives of your organization and boil that down into several actionable plans that you can implement over the next 6 months to a year.
Peg Rodarmel, SVP, Worldwide, Infor Digital Sales, Infor
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