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On Demand Webinar

Driving Subscription Upsell and Cross-Sell Through Channel Partners

The channel partners of the traditional technology product selling model are accustomed to closing deals and moving on to the next deal, as their “rinse and repeat” selling motion. However, today with the dramatic increased growth rate of technology subscriptions over product revenue in the tech industry, it is imperative that we teach the “old dogs new tricks.”

Join TSIA’s Anne McClelland, VP XaaS Channel Optimization Research and Steve Frost, VP and Managing Director, Revenue Research and Advisory, for this 45-minute webinar to learn how to move your channel into a lifecycle sales cadence to drive more recurring revenue off your base of annual recurring revenue (ARR).

Key takeaways will include:

  • How to infuse your partner ecosystem with the tools to drive expanded sales on your ARR base.
  • How to create just-in-time enablement materials that help channel sellers and customer success personnel to be armed with the winning plays.
  • What types of incentives best drive upsell and cross-sell behaviors with your channel partners.
  • How to measure the success of your expand selling efforts through partners.


Presented By:

Steve Frost

VP and Managing Director, Revenue Research, TSIA

Anne McClelland

VP, XaaS Channel Optimization Research, TSIA

Publish Date: December 2, 2020