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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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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.

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Research Report

2017 Expand Selling Upsell and Cross-Sell Survey Results and Key Findings

This publication articulates the findings from the 2017 Expand Selling Upsell and Cross-Sell survey.

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Research Report

TSIA Case Study: The Power of the “Uptell”

Microsoft’s “Achieve More” program that led to lower churn rates, higher customer satisfaction, better customer outcomes, and increased revenue.

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Research Report

TSIA Case Study: The Power of the “Uptell” (Abridged)

Abridged case study of how Microsoft's "Achieve More" program led to better customer outcomes and increased revenue.

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The State of the Chief Revenue Officer CRO 2023

Discover top initiatives CROs are taking on in the next 12-18 months and learn how they are dealing with the next wave of digital transformation.

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Research Report

Engaging Customer Success in the Sales Process

Key motions that customer success teams can take to engage in the sales process.

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Research Report

The State of the Chief Revenue Officer (CRO): 2023

This paper examines a CRO versus a sales executive, how CROs are dealing with digital transformation, and top initiatives for next 12 to 18 months.

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Research Report

Account Intelligence for Customer Growth

This report offers valuable insights into where to focus your time and resources around analytics, customer data, and account intelligence.