TSIA’s detailed analysis of the industry has identified a top set of subscription sales business challenges that we address through our membership program.
What can the Sales organization do to get revenues to be recognized earlier on new XaaS and subscription deals?
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?
How do we align across Sales, Customer Success, Services, Product, and Marketing functions to drive revenue growth?
As the company starts selling more XaaS and subscription offers, how will it impact our organizational structure?
How can companies go about achieving an increase in their new business win rate?
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 help our sellers become more effective at outcome-based selling and stop selling based on features and functionality?
What changes to our Sales compensation models are required as we move to XaaS offers?
What can a company do to increase the repeatability of subscription offers, especially when sold as part of a broader solution?
Its Time to Update Your Selling Model
Recent research reveals best practices, industry insights, and challenges faced when shifting from a transactional to a contractual sales model.
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Achieving Offer-Market-Sales Fit in the XaaS Revolution
Not that long ago, most technology buyers were prepared to splash out a fistful of CapEx dollars with little downstream commitment from the vendor. . . .
Pivoting from Horizontal to Vertical Selling
This paper outlines recommendations on the steps that companies can take as they start to make the pivot from horizontal to vertical selling.
Making the Move to Outcome-Based Selling
This report will help technology sales organizations make the shift from the traditional, transactional model to outcome-based selling.
TSW offers extensive insight and actionable takeaways for those in the subscription sales community.
You’ll find sessions focused on:
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.
This elite group of professionals advises TSIA on how to best deliver relevant programs, research, and events to members.
SVP, Infor Major Accounts
VP, Business Operations
VP, Sales & Customer Success
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