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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.
VP, Expand Selling Research, TSIA
VP, Service Revenue Generation Research, TSIA
Publish Date: June 25, 2019
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.