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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.


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.

Research Report

Data-Driven Story: 2021 Impact of Remote and Digital Sales on Sales Organization

How changes to inside sales, outside sales, and automation impact growth rate and where investments in automation should be allocated.


The New Partnership Between Sales and Services

Learn how Sales and Services have to work together to transform their business models.

Research Report

The Role of Sales in the XaaS Transformation

This paper examines the role sales organizations play in the XaaS transformation.


Understanding Your Customers’ Highest Priorities: A Practical Guide (sponsored

Whether you’re in sales or customer success your number one priority has to be to understand what matters most to each individual in your customer’s . . .


How to Transform Your Go-to-Market with LAER (sponsored by Vistex)

Are you trying to understand how each part of the customer lifecycle interacts with the other parts? Are you trying to figure out what to measure, . . .


Digital Sales Transformation (sponsored by cleverbridge)

Sales organizations across the technology industry have been impacted more dramatically in the last year than ever before. Some have benefited and . . .


The Realities of Segmentation for XaaS: What’s New and What’s Working?

The topic of segmentation is nothing new to sales leaders; however, the role of segmentation is rapidly changing as companies are under more pressure . . .


The Roadmap for Migrating Your Customers to XaaS

Is your company on a journey to convert existing on-prem customers to a cloud-based recurring revenue model? If so, this session is for you. For this . . .


Everything You Always Wanted to Know About Sales but Were Afraid to Ask

Do you have to interact with sales teams, but don’t really understand their world? Does their language confuse you, but you just kind of nod along? . . .


LAER-Based Compensation Strategies for Recurring Revenue

Are you trying to figure out how to pay your salespeople for selling XaaS and recurring revenue services offers? Do you need answers on how to . . .


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