About TSIA
Senior Leadership
Research Team
Advisory Board
Partner with TSIA
Diversity, Equity, and Inclusion
TSIA Giving Program
Customer Growth and Renewal
Customer Success
Education Services
Expand Selling
Field Services
Managed Services
Professional Services
Service Offer Management
Subscription Sales
Support Services
XaaS Channel Optimization
XaaS Product Management
Membership
Pricing
Advisory Services
XaaS Speaking Engagements
STAR Awards
Become a Member
Resource Library
Webinars
TSIA Blog
Research Polls
TSIA Books
Digital Transformation
COVID-19 Resource Center
Why TSIA
Our Data
Our Community
Outcomes
CONFERENCE
BLOG
If you believe you are seeing this message in error, please let us know.
Martin Dove is the vice president of subscription sales research for TSIA and brings a unique set of experiences and insights on outcome-based selling and subscription sales methodologies. In this role, he works with TSIA members to help them navigate the journey to being more outcome-based in the way they sell and to optimize their organization’s sales of subscription, or “as a service” offers, to both new and existing customers.
Over the last 25 years, Martin has built a reputation as one of the industry’s leading experts in outcome-based selling. Prior to joining TSIA, he worked at Dimension Data, the $8B systems integrator. In this role, he was part of the global services leadership team and was responsible for sales and go-to-market functions. Martin has developed a reputation as a pragmatic sales leader with a focus on simplification and removing friction in the pursuit of sustainable performance improvement. Globally experienced, Martin has lived and worked in the USA, Europe, South Africa, Australia, and New Zealand.
Martin is a regular contributor to the TSIA blog on the topics of outcome-based selling, subscription sales, and delivering customer outcomes.
View Members-Only Content Summary
Ask about TSIA membership to access.
Already a TSIA member? Sign In.
Compare and Contrast: Account Plans to Customer Success Plans
This paper looks at differences between Sales Account Plans and Customer Success Plans.
Selling Based on Outcomes and Value is the Only Way Forward
Customer engagement focused on outcomes and value is imperative for any technology firms looking to grow subscription and consumption-based revenue.
The State of Subscription Sales: 2021
Key factors impacting the world of sales as organizations look to increase the percentage of their revenues from XaaS or subscription offers.
Top Five Mistakes Made When Moving to Sell Subscription Based Offers
Learn about the five most common mistakes companies make as they look to grow their subscription offer revenues.
Compare and Contrast: Sales Account Manager to Customer Success Manager
This paper looks at differences between SAMs and CSMs and outlines the 7 mistakes management teams make when segmenting responsibilities between them.
What Sales Leaders Should Be Prioritizing in 2021
Preview 2021 strategies that tech firms are using to accelerate their go-to-market performance.
Software to SaaS GTM: What Good Looks Like
This research paper offers frameworks to help companies design an approach to address software to SaaS GTM challenges.
Migrating Customers to XaaS
Framing for how technology providers can segment their existing install base for the great migration to XaaS offers.
Optimizing Channel Revenues in the XaaS World
Learn new capabilities required for channel partners to sell and deliver subscription-based offers.
Outcome Selling and Renewal Value Management
This TSIA webinar will discuss Outcome Selling and Renewal Value Management and how this emerging capability will become an operational necessity.
The End of the Road for Field Sales?
Strategies and capabilities that companies can develop and implement to deal with the impact of COVID-19 on the sales organization.
Slides | The Lasting Impact of COVID19 on Sales
The way in which your sales team lands a deal will have a more profound impact on future profitability.