Steve Frost is the vice president of expand selling research for TSIA. In this role, Steve helps member companies understand and implement new sales approaches that are both helpful and contextual to their customers, as well as utilize Services touchpoints to drive new leads, increase revenue, and provide better customer outcomes.
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.
As a firm believer in a customer-first business approach, Steve is dedicated to helping members of TSIA’s Expand Selling research practice unlock new revenue opportunities via cross-sell and upsell by ensuring that their customers will receive the most value from their purchases. He truly believes that selling can be helpful to the customer when done in a way that focuses on the customer outcome, and in the context of helping them to solve a problem.
He also created a video series defining the 4 stages of engaging Services and Customer Success in the sales process to increase spending with existing customers.
Steve frequently writes about these topics on the TSIA blog on the topics of expand selling, lead generation, sales, touchpoint calculus, and x-as-a-service (XaaS).
The State of Expand Selling 2019
Learn how to grow customer spend, find new service opportunities, and utilize current resources to drive new revenue with existing customers.
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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.
Chatbots for B2B Lead Generation: How to Deliver Conversations at Scale
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Account Intelligence for Customer Growth
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How to Find Leads for Services
Join us for this 30-minute webinar to discuss best practices for involving Services in the Sales process.
A 30-Minute Crash Course on the World of Sales
To work effectively with your Sales teams, it’s imperative to understand their mindset, culture, and language. Get your 30-minute crash course.
Expand Selling for Education Services
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How to Close Upsells with Services and Customer Success
This report gives guidance on how to involve services and customer success teams in upselling to existing customers.
Engaging Services and Customer Success in the Sales Process
Across the technology industry, companies are under pressure to use their limited Sales and Marketing resources to increase revenue - effectively . . .
How Services and Marketing Can Work Together for Customer Growth
This report gives guidance on the ways that services and marketing teams can work together to foster customer growth.
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.
Helping Will Sell Selling Won't Help
Find out how your Services and Customer Success teams can help drive revenue growth for your company, while helping improve customer outcomes.
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