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Research Report

The State of XaaS Sales: 2022


Technology as a service (XaaS), sold on a subscription basis, is rapidly becoming the dominant go-to-market model in the industry.

Many companies have been on a journey to transform and optimize their sales organizations for XaaS, but the clock is ticking, and the runway for making these changes is shortening. Even companies who are already down the path to transformation or were “born in the cloud” will need to change in order to succeed in a world where simply offering their products on a subscription basis is no longer enough to have a competitive advantage.

This paper will show what’s happening in the industry, talk about the impact this change has on sales, and give you some insight into TSIA’s research and methodologies on how to optimize your sales organization for selling XaaS with four core motions: 

  • Get Aligned
  • Become Data-Driven
  • Sell Outcomes
  • Optimize for the Customer Life Cycle

Authored By:

Steve Frost

Vice President and Managing Director, Revenue Research and Advisory, TSIA

Publish Date: January 31, 2022

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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