How to Sell Value and Unlock Hidden Revenue in Your Customers

Vendors point to significant refresh and renewal potential across the install base, but the data behind those claims is often fragmented, unreliable, and unable to tell partners which accounts to prioritize. In this session, Toby Alcock of RAY ALLEN shares how partners can uncover hidden revenue by turning trusted lifecycle data into opportunities worth a seller's time, while Marc Troyan of TSIA explains how to prove value after the sale.

Many technology partners struggle to demonstrate the value they deliver after the sale. Without that proof, refresh and renewal conversations often become transactional discussions about products, quantities, and price. The data needed to build a stronger business case is typically scattered across disconnected vendor and internal systems, arrives incomplete, and reaches sellers as another spreadsheet to interpret. As a result, valuable opportunities may be visible in the data but remain commercially inactive: sellers do not know where to focus, customers do not understand why they should act now, and the conversation lacks the business justification needed to move forward.