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Subscription Sales

Get Subscription Sales Research and Advisory with TSIA

At TSIA, our subscription sales research and advisory practice is dedicated to helping Sales organizations adopt a proactive,
outcome-based approach to selling subscription and as-a-service offers. As a TSIA member, you have access to data-driven insights
so you can deliver the right solutions across the customer engagement model, address customer outcomes, and win recurring revenue deals.

Top Subscription Sales Challenges

Here’s a look at the top business challenges we’re currently helping our Subscription Sales members solve:

Sales compensation models for XaaS
Functional alignment for subscription selling
Outcome-based selling
New business win rate
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.

Research Report

Introduction to APLAER

This report explains why sales and revenue organizations must embrace data and analytics to unlock new revenue streams.


Outcome Selling vs Value Selling vs Solution Selling Whats the Difference

Are you selling your XaaS offers effectively? Join us as we discuss how outcome selling can effectively enable your team.

Data View

R3 Poll Results: Strategic Accounts Management

This Poll captures the role of Account executives and Customer success in growing revenue for strategic accounts


The State of XaaS Sales: 2022

Learn the four most important factors for a successful XaaS sales organization.

Research Report

The State of XaaS Sales: 2022

Annual report documenting industry changes and the impact on sales, and a look at how to optimize sales organizations for selling XaaS.


Planning for Growth in Strategic Accounts

Discover how to grow your strategic accounts to their full potential with TSIA’s recommended customer growth strategies.

Data View

Expectations for Selling SaaS

This document reports key research findings on the topic of selling SaaS.


Leveraging Data and Analytics for Customer Growth

Learn how to effectively leverage data and analytics to grow revenue with your existing customer base.


Building World Class Customer Success Enablement Programs

TSIA’s 2021 State of Customer Success identified ‘Effective Training for Customer Success Teams” as the business challenge with the largest increase . . .


The New Realities of Revenue

If you’re looking to really optimize your revenue in a subscription or consumption based model, you need to know what’s coming your way. In this . . .


Setting the Expectations for Selling SaaS

Find out what really happens during SaaS sales transformations and how you can accelerate your own changes and avoid common mistakes.

Data View

Low Friction Selling: Research Findings

This document reports key research findings on the topic of low-friction selling.


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


Pratap Chakravarthy
Division VP-Sales and Marketing


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


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