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2023 will see considerable emphasis on the adopt, expand, and renew (AER) selling capabilities to drive revenue growth from the established customer base, as sales organizations are not going to sustain traditional growth purely by acquiring new customers. To fuel and sustain growth, companies will develop new capabilities for growing and retaining their existing customers at scale.
In this paper, we will discuss four emerging trends in which technology companies are engaged as they optimize for the business challenges inherent in growing revenue profitably when economic conditions present recessionary overtones.
1. The LAER Customer Growth Team
2. Specialization and the Simplicity Shift
3. Scaling Growth Capabilities with Auto-Renewals and Renewal Automation
4. Outcome Selling
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Vice President, Customer Growth and Renewal Research, TSIA
Publish Date: January 9, 2023
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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