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Research Report

Engaging Customer Success in the Sales Process

Did you know that Customer Success leads generally cost between $7 and $25 while marketing leads cost 10x as much?

Across the technology industry, companies are under pressure to use their limited sales and marketing resources to increase revenue, effectively doing more with less. TSIA selling and customer success research shows that when customer success teams are involved in the sales process, they can help grow revenue from existing customers in a cost-effective way.

This report covers:

  • The 4 stages of engaging Customer Success in the sales process. 
  • Why you should involve Customer Success in the sales process. 
  • How to take the first steps of the process. 

We believe that selling can be the natural outcome of a customer success manager (CSM) conversation, as long as it is taken within the mindset of helping customers solve their problem, achieve their outcomes, and drive value from their technology investment.

Download a copy to share with your team!

Authored By:

Steve Frost

Vice President and Managing Director, Revenue Research and Advisory, TSIA

Jack Johnson

Vice President, Customer Growth and Renewal Research, TSIA

Stephen Fulkerson

Publish Date: January 3, 2023

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Peg Rodarmel, SVP, Subscription Services, Infor

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