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Given the pace of change in a post-pandemic, digital environment and a challenging economic climate, your customers’ expectations are evolving. To effectively navigate customer accounts for growth, suppliers need to continuously understand these changing needs and adapt to the different network of customer roles involved in solving problems and making decisions. The largest key accounts represent massive spending, broad expansion opportunities, and high growth if you can meet and exceed expectations.
Today, working backward from customers to align capabilities and messages against the desired outcomes of account stakeholders is a highly manual process. Top performers spend significantly more time doing account research to be successful, but the amount of change affecting business has overrun the ability to keep up.
Key topics that will be addressed in this session include:
Join Dave Irwin, of Polaris I/O, and TSIA’s John Ragsdale, as they discuss modernizing expand selling capabilities to reduce manual and inefficient approaches to account research and reallocate time against customers’ expressed needs that can be quickly converted into expansion opportunities.
Distinguished Researcher, VP Technology Ecosystems, TSIA
Founder and CEO, Polaris I/O
Publish Date: February 7, 2023
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.