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Jack Johnson

VP, Customer Growth and Renewal Research

Jack Johnson is the vice president of customer growth and renewal research for TSIA. In this role, he works closely with member companies to deliver research and advisory programs focused on helping them grow and renew services revenue effectively.



Top Customer Growth and Renewal Advisory Engagements

  • Growth & Renewal: Who, How, and What to Do
  • Grow Services Revenue with Existing Customers
  • Transforming How You Sell to Existing Customers
  • LAER: The Roadmap for Efficient Growth
 
 
 
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Research Report

Common KPIs for Healthy Service Subscription Business

This publication lists core metrics and the industry standard definitions and formulas to measure subscription plans for cloud-computing models.

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Perfecting Renewals Dedicated to Win

Get insights from recent TSIA research into the best organizational strategies and practices to grow revenue.

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Research Report

Owning Renewals

This paper addresses who should own renewals in technology companies.

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Research Report

Owning Renewals - Abridged Research Report

This paper addresses who should own renewals in technology companies.

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Research Report

How to Launch a Lead Generation Program with Services and Customer Success

A step-by-step guide for how to launch a pilot lead generation program at your company by utilizing your services and customer success teams.

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Research Report

Framework: Complexity versus Capability

By anchoring on the LAER model, technology companies have a roadmap to optimize revenue and drive desired outcomes throughout the customer life cycle.

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Research Report

Framework: Renewal Workflow Segmentation

To be efficient in managing renewals, companies must develop renewal processes where the work types for a fiscal period is segmented into groups.

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Research Report

Framework: Customer Growth Team

The shift to selling subscriptions requires companies to build capabilities to manage larger volumes of renewable offers and technology subscriptions.

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Research Report

Framework: XaaS Revenue Waterfall

Technology companies need to track revenue progress of subscription services to succeed in the as-a-service business model.

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Research Report

Framework: Four Steps to Engaging Customer Success in the Sales Process

TSIA's research highlights the value of integrating customer success into sales processes, providing a framework for success.

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Research Report

Customer Growth Workflow

Renewing technology subscriptions and maintenance and support contracts are a key source of revenue for technology companies.

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Data View

Customer Growth and Renewal LAER Complexity versus Capability Staffing

A key business challenge addressed in the CGR and CRO practices centers on the question: Who should do what type of selling work?  The playing field . . .