We use cookies to enhance site navigation, analyze site usage and show personalized advertising. See our Privacy Policy. California residents - see CCPA Privacy Policy Supplemental for opt-out options.

This content is currently only available to TSIA members.

If you believe you are seeing this message in error,
please let us know.

Research Report

How Customized Deals Impact Involvement from Sales Specialists

Deals with heavy customization can complicate the sales process, as executing and negotiating a deal requires specific expertise. While companies may have a general idea of who to bring in order to close deals, it is challenging to know when a specialist should step in and when an account executive should take the lead. TSIA recently asked companies about their experiences with sales specialists and examined how heavily customized deals impact the sales process.

Authored By:

Hannah Yoon

Data Journalist, TSIA

Publish Date: May 1, 2023

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, Subscription Services, Infor

Experience Our Community

Our thriving community of 40,000 technology and services leaders rely on TSIA insights every day.