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Research Report

Outcome Engineering: Emerging Best Practices to Drive Expansion Revenue Growth

This report is for Customer Growth and Renewal members only

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This Service Insight explores the rapidly emerging concept of outcome engineering (OE) that TSIA defines as "the ability to consistently help customers achieve targeted business outcomes.” In particular, this document:

  • Articulates the task ahead for companies who are implementing OE.
  • Provides a view into the current state of OE in the industry, including an OE Maturity Model.
  • Shares insights into emerging expand selling best practices across the OE framework.
  • Provides TSIA’s recommendations on the path forward.

Authored By:

Mark Middlekamp

VP Research, Expand Selling, TSIA

Publish Date: June 4, 2016

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