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For Services leaders with a defined revenue target, increasing sales and cross-sell opportunities is key, but defining a strategy for success
requires a data-driven plan. At TSIA, we have a research and advisory practice dedicated to the land and expand strategy which we call
“Expand Selling. ” TSIA’s Expand Selling membership can provide your organization with exclusive insights on expansion selling trends,
the most comprehensive benchmarking data in the industry, and expert advice along the way. You’ll discover how to effectively utilize services
touchpoints to increase revenue from existing customers.
What are some first steps we can take to engage Services and Customer Success in the Sales Process to grow existing customers?
How do we optimize our customer engagement model to grow revenue from existing customers?
How do we best utilize our Service and Customer Success teams to grow Service revenue with existing customers?
How do we determine which upsells and cross-sells should be handled by our Sales teams, and which should be driven by our Customer Success or Service teams or our channel partners?
What are the best practices leveraging the data generated by our products and our services teams to identify and close new business with existing customers?
How do I launch a lead generation program with our Service and/or Customer Success teams to help them find new opportunities with existing customers?
What are the best practices for growing existing customers in a subscription model?
How do we get our Sales, Marketing, Customer Success, and Services teams aligned around the best ways to grow revenue from existing customers?
What are the best practices for Service and Customer Success teams to generate leads for new business with existing customers?
What are the best practices for compensating and motivating Services and Customer Success teams to drive upsells and cross-sells?
How do we utilize data and customer intelligence to identify new service opportunities with existing customers?
If your organization is struggling to develop an effective method for driving revenue through cross-sell and upsell, or is unclear who should be taking the lead on these initiatives, TSIA’s Expand Selling research and advisory practice can help.
TSIA’s analysts and industry experts offer deep insight from the largest vault of technology and service data so that you can stay a step ahead of your peers with the latest expansion sales strategies and best practices.
Chatbots for B2B Lead Generation: How to Deliver Conversations at Scale
Learn how modern conversational chatbots can help companies engage prospects with personalized, contextual information at scale.
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Account Intelligence for Customer Growth
This report offers valuable insights into where to focus your time and resources around analytics, customer data, and account intelligence.
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
How to turn interactions between instructors and customers into leads and actionable insights for sales, benefiting your company and the customer.
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.
Engaging Services in the Sales Process
Join us to learn when, where, and how Services teams should be brought into the sales process to help drive low-cost revenue growth.
The State of Expand Selling 2018
Get the latest TSIA research, industry trends, and data point that a shift in how technology companies are acquiring low-cost revenue in 2018.
TSIA conferences offer extensive insight and actionable takeaways for executives in the technology and services community. Learn more about combining your Sales and Services teams to scale your business, including:
Have questions about navigating the impact of the COVID-19 pandemic? Ask your peers at TSIA Exchange—a free forum for technology, services, sales, and product teams to ask questions and get answers together.
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. Steve helps member companies grow their services, subscription, and XaaS revenue by optimizing their practices for growth throughout the customer lifecycle.
Learn more about Steve.
This elite group of professionals advises TSIA on how to best deliver relevant programs, research, and events to members.
General Manager, Support Sales
VP, Global Field Success
SVP, Global Sales Operations
See the impact TSIA is making on the tech industry by helping Expand Selling organizations improve their performance.
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.