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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.
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 lead generation, outcome-based selling, subscription sales, delivering customer outcomes, touchpoint calculus, and X-as-a-Service (XaaS).
Introduction to APLAER
This report explains why sales and revenue organizations must embrace data and analytics to unlock new revenue streams.
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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R3 Poll Results: Strategic Accounts Management
This Poll captures the role of Account executives and Customer success in growing revenue for strategic accounts
The State of XaaS Sales: 2022
Learn the four most important factors for a successful XaaS sales organization.
Annual report documenting industry changes and the impact on sales, and a look at how to optimize sales organizations for selling XaaS.
Planning for Growth in Strategic Accounts
Discover how to grow your strategic accounts to their full potential with TSIA’s recommended customer growth strategies.
Expectations for Selling SaaS
This document reports key research findings on the topic of selling SaaS.
Leveraging Data and Analytics for Customer Growth
Learn how to effectively leverage data and analytics to grow revenue with your existing customer base.
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 . . .
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 . . .
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.
Low Friction Selling: Research Findings
This document reports key research findings on the topic of low-friction selling.
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 (858) 674-5491 or we can call you.