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Upsells and cross-sells with existing customers have a cost of sales that is a fraction of what it costs to sell to a new customer. In addition, deals with existing customers close at a rate more than 40% faster than similarly sized opportunities with new customers. This paper provides the formulas and inputs required to calculate your company's customer expansion cost (CEC) and how that measure intertwines with your company's churn rate.
VP Research, Expand Selling, TSIA
Publish Date: June 8, 2017
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
The Technology & Services Industry Association (TSIA) is dedicated to helping technology and services organizations large and small grow and advance in the technology industry. Find out how you can achieve success, too. Call us at (858) 674-5491 or we can call you.