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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 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 Subscription Sales Advisory Engagements

  • 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 Subscription Sales resources.


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Research Report

Introduction to APLAER

This report explains why sales and revenue organizations must embrace data and analytics to unlock new revenue streams.

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Outcome Selling vs Value Selling vs Solution Selling Whats the Difference

Are you selling your XaaS offers effectively? Join us as we discuss how outcome selling can effectively enable your team.

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Data View

R3 Poll Results: Strategic Accounts Management

This Poll captures the role of Account executives and Customer success in growing revenue for strategic accounts

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The State of XaaS Sales: 2022

Learn the four most important factors for a successful XaaS sales organization.

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Research Report

The State of XaaS Sales: 2022

Annual report documenting industry changes and the impact on sales, and a look at how to optimize sales organizations for selling XaaS.

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Planning for Growth in Strategic Accounts

Discover how to grow your strategic accounts to their full potential with TSIA’s recommended customer growth strategies.

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Data View

Expectations for Selling SaaS

This document reports key research findings on the topic of selling SaaS.

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Leveraging Data and Analytics for Customer Growth

Learn how to effectively leverage data and analytics to grow revenue with your existing customer base.

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Building World Class Customer Success Enablement Programs

TSIA’s 2021 State of Customer Success identified ‘Effective Training for Customer Success Teams” as the business challenge with the largest increase . . .

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The New Realities of Revenue

If you’re looking to really optimize your revenue in a subscription or consumption based model, you need to know what’s coming your way. In this . . .

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Setting the Expectations for Selling SaaS

Find out what really happens during SaaS sales transformations and how you can accelerate your own changes and avoid common mistakes.

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Data View

Low Friction Selling: Research Findings

This document reports key research findings on the topic of low-friction selling.