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Research Report
Framework: Customer Growth Team
Optimizing Resource Utilization to Expand and Renew
Growing revenue from technology subscriptions and attached maintenance contracts is vital for today’s technology companies as they adopt as-a-service business models. The shift to selling subscriptions requires companies to build capabilities to manage the increased volume of renewable offers and technology subscriptions, and the monolithic sales models in which one individual owns all sales activity is shifting to an approach in which a prescribed team of individuals work together to accomplish a common revenue growth goal.
Authored By:
Jack Johnson
Vice President, Customer Growth and Renewal Research, TSIA
Publish Date: October 6, 2023
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Peg Rodarmel, SVP, Subscription Services, Infor
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