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This paper is designed to help you sell more services to the customers you already have. It provides frameworks on how to utilize data to show which customers are having problems, and which of those problems are most important to solve. It provides guidance on how to create offerings that can be sold by not just your dedicated or most senior services salespeople, but also by other sales channels that may not have a comprehensive understanding of your service offerings. It offers ideas on how to package your services in such a way that both the customer and the seller have an understanding of what your company is selling, why they need it, and what outcome everyone is hoping to achieve. By taking the steps outlined here, your company can grow service revenue from your existing customers without investing heavily in additional sales and marketing resources.
Authored By:
Vice President, Expand Selling Research, TSIA
Senior Director, Service Revenue Generation Research, TSIA
Publish Date: March 1, 2019
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