Partner with TSIA
Diversity, Equity, and Inclusion
TSIA Giving Program
Customer Growth and Renewal
XaaS Channel Optimization
XaaS Product Management
XaaS Speaking Engagements
Become a Member
If you believe you are seeing this message in error,
please let us know.
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.
Throughout his career, Steve has held various leadership and business development roles for both large organizations and startups, and has been directly responsible for more than $750 million in revenue. Prior to TSIA, Steve has been involved in many different facets of the technology industry. Steve began his career at Netscape in the mid-90’s before moving on to lead the North American inside sales team at managed services pioneer Loudcloud.
He was one of the first 700 employees at Google, where he was directly responsible for developing the first-ever strategic partnerships between Google and major telecommunications companies including Comcast, Verizon, AT&T, and Sprint. More recently, he helped startup companies define their go-to-market strategy and business development tactics.
Steve frequently writes about these topics on the TSIA blog on the topics of revenue optimization, customer lifecycle revenue growth, outcome-based selling, subscription sales, delivering customer outcomes, and X-as-a-Service (XaaS) transformation.
View Members-Only Content Summary
Ask about TSIA membership to access.
Already a TSIA member? Sign In.
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.
Who Owns the Customer
Discover why a successful customer relationship requires a collective effort and how dismantling departmental silos can fuel growth.
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.
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.
2019 Compensation Models for Subscription Sales
Emerging practices and trends for measuring and compensating salespeople to sell subscription or XaaS offers.
The Case for Business and Industry Sales Specialists
This paper will provide a baseline for hiring, managing, and leveraging business and industry sales specialists.
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.
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.
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.
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.
2022 Data and Analytics for Revenue Growth
This report provides insight into how companies use data and analytics to drive revenue growth.
2022 Customer Life Cycle Sales Skills
This report examines which skills and competencies are most important for growing revenue across the customer life cycle.
The Technology & Services Industry Association (TSIA) is dedicated to helping technology and services organizations large and small grow and advance in the technology industry. Find out how you can achieve success, too. Call us at 800-876-6511 or we can call you.