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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.
What changes to our Sales compensation models are required as we move to XaaS offers?
How do we align across Sales, Customer Success, Services, Product, and Marketing functions to drive revenue growth?
How do we help our sellers become more effective at outcome-based selling and stop selling based on features and functionality?
How can companies go about achieving an increase in their new business win rate?
As the company starts selling more XaaS and subscription offers, how will it impact our organizational structure?
How should companies go about reducing the amount that it costs to bring on a new customer, especially for XaaS or subscription offers?
How do we get our channel partners to effectively take our XaaS offers to market?
What should companies do to increase the total amount of revenue received from a customer throughout their relationship with the company?
What can a company do to increase the repeatability of subscription offers, especially when sold as part of a broader solution?
What can the Sales organization do to get revenues to be recognized earlier on new XaaS and subscription deals?
Learn more about how TSIA can help your Sales organization accelerate recurring revenue growth.
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.
Optimizing Channel Revenues in the XaaS World
Learn new capabilities required for channel partners to sell and deliver subscription-based offers.
The End of the Road for Field Sales?
Strategies and capabilities that companies can develop and implement to deal with the impact of COVID-19 on the sales organization.
Slides | The Lasting Impact of COVID19 on Sales
The way in which your sales team lands a deal will have a more profound impact on future profitability.
The Lasting Impact of COVID19 on Sales
Learn what the future holds for technology sales during this period of change.
Sales in the Time of Coronavirus
Key factors impacting sales organizations since the start of the COVID-19 crisis, and how companies can respond.
The Future of Selling and Delivering Value
This publication focuses primarily on outcome engineering and verticalization-related skills, behaviors, tools, techniques, and guidance.
The Need to Deliver Customer Outcomes is Here and Now
During this 45-minute webinar, we’ll speak to COVID-19 & discuss the latest developments & emerging best practices for outcome & value based selling.
Achieving Offer-Market-Sales Fit in the XaaS Revolution (Abridged)
This paper presents a set of frameworks and recommendations for how to achieve effective offer-market-sales fit.
2019 Compensation Models for Subscription Sales (Abridged)
Emerging practices and trends for measuring and compensating salespeople to sell subscription or XaaS offers.
Compensation Trends for Selling Subscription Offers
Learn what practices hardware, software, and technology services providers are adopting as they navigate the journey selling more subscription offers.
View Members-Only Content Summary
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2019 Compensation Models for Subscription Sales
A Hardware Salesperson's Quick Guide to Subscription-Based Business Models in Te
A foundational understanding of subscription-based business models and the concept of XaaS, with a focus on their impact on sales organizations.
TSIA conferences offer extensive insight and actionable takeaways for those in the subscription sales community.
You’ll find sessions focused on:
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.
Martin Dove is TSIA’s vice president of subscription sales research. In this role, he works with TSIA members to help optimize their organization’s sales of subscription, or “as-a-service” offers.
Learn more about Martin.
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The Technology & Services Industry Association (TSIA) is dedicated to helping technology and services organizations large and small grow and advance in the technology industry. Find out how you can achieve success, too. Call us at (858) 674-5491 or we can call you.