Expand and Renew: How Do You Harmonize the Two?

Expand and Renew may appear next to each other in TSIA’s LAER model, but they don’t always come together seamlessly. Companies struggle whether or not the same person that renews the service contract should also expand the account, and how to incentivize the right behaviors.

Join Steve Frost, VP of Research for Expand Selling and Jack Johnson, VP of Research for Service Revenue Generation, as they discuss how to structure the sales motions to ensure your customers renew and grow their relationship with you.

• Leverage data to increase efficiency throughout the Expand and Renew process
• Strike the right balance between Expand and Renew in compensation and motivation
• Put structures and processes in place to make sure you have the right people handling the right renewals and expansions