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Research Report

How to Close Upsells with Renewals and Customer Success

This report is for Customer Growth and Renewal members only

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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.

Authored By:

Steve Frost

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

Jack Johnson

Vice President, Customer Growth and Renewal Research, TSIA

Publish Date: August 12, 2022

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