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Research Report
Making the Move to Outcome-Based Selling
Shifting from Selling Features and Functions to Business Outcomes
Only 27.2% of technology companies measure the business outcomes and value that their solutions deliver to their customers.
As an industry, we’ve spent millions building out these incredibly important customer success capabilities, and then we don’t make the effort to understand the benefits that our customers experience.
Given that, as an industry, the single largest investment over the last decade has been on the creation and development of customer success functions. Don’t you find this peculiar? The question is, how can you truly focus on your customer’s success if you don’t understand how your offers contribute to the achievement of what matters most to the people who buy them.
Download this report to get insight into:
- Transitioning from a traditional model to a XaaS model
- Subscription revenue growth
- Proactive versus reactive selling
- Industry trends for selling business value
- Expansion and renewal activities in a XaaS business model
Authored By:
Martin Dove
VP of Research, Subscription Sales, TSIA
Publish Date: April 19, 2021
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
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