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Subscription Sales

Your Resource for Navigating this Economy

With the current economic conditions, companies are talking about cutting costs... but cutting in the wrong places could have long term negative impacts.

Where do you cut back to reduce costs without compromising productivity or profits? And how do you find places where you can actually grow revenue? TSIA can help you with that.

From benchmarking revenue efficiency, to providing data-driven expansion and cross-selling, and a whole lot more, we’ve got you covered.

There’s no better time than now to be a TSIA subscription sales member!

Subscription Sales Business Challenges

We know what’s trending in subscription sales.

TSIA’s detailed analysis of the industry has identified a top set of subscription sales business challenges that we address through our membership program.

Customer Life Cycle Revenue Optimization
Cross-Organizational Handshakes
Optimizing Revenue Acquisition Cost
Leveraging Data and Analytics for Revenue Growth
Expand to see more business challenges we can help you solve+

TSIA Can Help

Learn more about how TSIA can help your Sales organization accelerate recurring revenue growth. 

Experience Our Subscription Sales Research

Get a glimpse into our vault of board-ready data insight, thought leadership, best practices, and
trends in subscription sales.

TSIA’s Subscription Sales research is backed by triple-validated industry data, and covers topics like subscription sales best practices,
as-a-service sales strategy, SaaS compensation models, and more.

November 01

Who Owns the Customer

Discover why a successful customer relationship requires a collective effort and how dismantling departmental silos can fuel growth.

Data View

2019 Compensation Models for Subscription Sales

Emerging practices and trends for measuring and compensating salespeople to sell subscription or XaaS offers.

Research Report

The Case for Business and Industry Sales Specialists

This paper will provide a baseline for hiring, managing, and leveraging business and industry sales specialists.


Sales and Customer Success Partnering to Protect and Grow Your Customer Base

Discover the key to customer growth and retention including insights on optimizing the Sales and Customer Success partnership.


Who Owns Renewal and Expansion

Discover how to achieve cost-effective revenue growth with existing customers while answering the inevitable tough questions around renewal ownership.

Research Report

How to Find, Package and Close New Service Opportunities with Existing Customers

These steps will help your company grow service revenue from existing customers without investing heavily in additional sales and marketing resources.


The Journey From Tactical to Strategic Trusted Advisor

Get guidance on how to equip your client facing resources so they can engage thoughtfully, add value, deepen client loyalty, and grow revenue.

Data View

2022 Data and Analytics for Revenue Growth

This report provides insight into how companies use data and analytics to drive revenue growth.

Research Report

2022 Customer Life Cycle Sales Skills

This report examines which skills and competencies are most important for growing revenue across the customer life cycle.

Research Report

2017 Expand Selling Upsell and Cross-Sell Survey Results and Key Findings

This publication articulates the findings from the 2017 Expand Selling Upsell and Cross-Sell survey.

Research Report

TSIA Case Study: The Power of the “Uptell” (Abridged)

Abridged case study of how Microsoft's "Achieve More" program led to better customer outcomes and increased revenue.

Research Report

TSIA Case Study: The Power of the “Uptell”

Microsoft’s “Achieve More” program that led to lower churn rates, higher customer satisfaction, better customer outcomes, and increased revenue.


Attend a TSIA Conference

TSIA conferences offer extensive insight and actionable takeaways for those in the subscription sales community.

You’ll find sessions focused on:

  • How changes to compensation can drive subscription offer growth
  • Account and offer segmentation to drive demand
  • Supporting the channel to sell subscription offers
Steve Frost speaking at a TSIA Conference

Experience Our Community

Join our community of subscription sales leaders.

Have questions about navigating the impact of the COVID-19 pandemic? Ask your peers at TSIA Exchange—a free forum for technology, services, sales, and product teams to ask questions and get answers together.


Meet Our Subscription Sales Research Expert

This expert research executive heads up our subscription sales research practice.

Subscription Sales Advisory Board

This elite group of professionals advises TSIA on how to best deliver relevant programs, research, and events to members.


Tom DeCoster
VP, Integrated Services Sales


Frank Ciccone
Senior VP and GM, North America Sales and Service Delivery


Jane Li
VP of Corporate Intelligence, Integrated Planning and GTM Strategy


Juan Pablo Jiménez
COO and Business Operations VP, Citrix Americas Region