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Steve Frost

VP & Managing Director, Revenue Research and Advisory

Steve Frost is the vice president and managing director of revenue research and advisory for TSIA. He also leads TSIA’s CRO Council, a research and data-based community for Chief Revenue Officers and Senior Executives focused on growing XaaS revenue across the customer lifecycle. Steve helps member companies grow their services, subscription, and XaaS revenue by optimizing their practices for growth throughout the customer lifecycle.



Top CRO Council Advisory Engagements

  • The State of XaaS Sales and Revenue Optimization
  • LAER and the 7 Levers of Go-To-Market Transformation
  • Interactive Strategy Review
  • Grow Services Revenue with Existing Customers
  • The Roles and Responsibilities of Revenue Growth
  • The Future of Selling and the Role of Sales in the XaaS Transformation
  • The Sprint to Subscription: What it Means for Your Business
  • An Introduction to Outcome-Based Sales and Engagement
 
 
 
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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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Who Owns the Customer

Discover why a successful customer relationship requires a collective effort and how dismantling departmental silos can fuel growth.

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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: 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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Data View

2019 Compensation Models for Subscription Sales

Emerging practices and trends for measuring and compensating salespeople to sell subscription or XaaS offers.

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Research Report

The Case for Business and Industry Sales Specialists

This paper will provide a baseline for hiring, managing, and leveraging business and industry sales specialists.

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Sales and Customer Success Partnering to Protect and Grow Your Customer Base

Discover the key to customer growth and retention including insights on optimizing the Sales and Customer Success partnership.

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Who Owns Renewal and Expansion

Discover how to achieve cost-effective revenue growth with existing customers while answering the inevitable tough questions around renewal ownership.

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Research Report

How to Find, Package and Close New Service Opportunities with Existing Customers

These steps will help your company grow service revenue from existing customers without investing heavily in additional sales and marketing resources.

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The Journey From Tactical to Strategic Trusted Advisor

Get guidance on how to equip your client facing resources so they can engage thoughtfully, add value, deepen client loyalty, and grow revenue.

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Data View

2022 Data and Analytics for Revenue Growth

This report provides insight into how companies use data and analytics to drive revenue growth.

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Research Report

2022 Customer Life Cycle Sales Skills

This report examines which skills and competencies are most important for growing revenue across the customer life cycle.