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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.
What Sales Leaders Should Be Prioritizing in 2021
Preview 2021 strategies that tech firms are using to accelerate their go-to-market performance.
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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.
Subscription Sales | The Lasting Impact of COVID-19 on Sales
Prior to the events that started to develop in February 2020, we were already undergoing the greatest period of change to impact technology sales in . . .
The Lasting Impact of COVID19 on Sales
Learn what the future holds for technology sales during this period of change.
Sales in the Time of Coronavirus
Key factors impacting sales organizations since the start of the COVID-19 crisis, and how companies can respond.
The COVID-19 To-Do List for Revenue Leaders
A current and future checklist for revenue leaders for managing a crisis.
The Future of Selling and Delivering Value
This publication focuses primarily on outcome engineering and verticalization-related skills, behaviors, tools, techniques, and guidance.