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Research Report
How to Close Upsells with Renewals and Customer Success
Driving Cost-Efficient Growth with Existing Customers
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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