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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 serves TSIA’s vice president of expand selling research and subscription sales research. Steve helps member companies grow their services, subscription, and XaaS revenue by optimizing their practices for growth throughout the customer lifecycle.



Top Expand Selling and Subscription Sales Advisory Engagements

  • LAER – The Roadmap for Efficient Growth
  • The 5 Levers of Transformation for XaaS Go-To-Market
  • Engaging Services and Customer Success in the Sales Process
  • Journey to LAER Efficiency
  • Grow Services Revenue with Existing Customers
  • Transforming How You Sell to Existing Customers
  • Making the Move to Outcome Based Selling
  • Establishing a Strategy for Subscription Selling
 
 
 

Research and Webinars

Check out the most recent Expand Selling and Subscription Sales resources.


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Research Report

Data-Driven Story: 2021 Impact of Remote and Digital Sales on Sales Organization

How changes to inside sales, outside sales, and automation impact growth rate and where investments in automation should be allocated.

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The New Partnership Between Sales and Services

Learn how Sales and Services have to work together to transform their business models.

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Research Report

The Role of Sales in the XaaS Transformation

This paper examines the role sales organizations play in the XaaS transformation.

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Understanding Your Customers’ Highest Priorities: A Practical Guide (sponsored

Whether you’re in sales or customer success your number one priority has to be to understand what matters most to each individual in your customer’s . . .

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How to Transform Your Go-to-Market with LAER (sponsored by Vistex)

Are you trying to understand how each part of the customer lifecycle interacts with the other parts? Are you trying to figure out what to measure, . . .

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Digital Sales Transformation (sponsored by cleverbridge)

Sales organizations across the technology industry have been impacted more dramatically in the last year than ever before. Some have benefited and . . .

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The Realities of Segmentation for XaaS: What’s New and What’s Working?

The topic of segmentation is nothing new to sales leaders; however, the role of segmentation is rapidly changing as companies are under more pressure . . .

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The Roadmap for Migrating Your Customers to XaaS

Is your company on a journey to convert existing on-prem customers to a cloud-based recurring revenue model? If so, this session is for you. For this . . .

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Everything You Always Wanted to Know About Sales but Were Afraid to Ask

Do you have to interact with sales teams, but don’t really understand their world? Does their language confuse you, but you just kind of nod along? . . .

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LAER-Based Compensation Strategies for Recurring Revenue

Are you trying to figure out how to pay your salespeople for selling XaaS and recurring revenue services offers? Do you need answers on how to . . .

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Keynote | The Role of Sales in the XaaS Transformation

This acceleration of XaaS models in the technology industry has widened the gap between providers positioned to succeed in the post-Covid . . .

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Making the Move to Outcome-Based Customer Engagement (sponsored by Outcome Chain

Outcome-Based customer engagement is a hot topic for all technology companies as their customers become increasingly focused on outcome and value . . .