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Subscription Sales

Get Subscription Sales Research and Advisory with TSIA

At TSIA, our subscription sales research and advisory practice is dedicated to helping Sales organizations adopt a proactive,
outcome-based approach to selling subscription and as-a-service offers. As a TSIA member, you have access to data-driven insights
so you can deliver the right solutions across the customer engagement model, address customer outcomes, and win recurring revenue deals.

Top Subscription Sales Challenges

Here’s a look at the top business challenges we’re currently helping our Subscription Sales members solve:

Sales compensation models for XaaS
Functional alignment for subscription selling
Outcome-based selling
New business win rate
Expand to see more business challenges we can help you solve+

TSIA Can Help

Learn more about how TSIA can help your Sales organization accelerate recurring revenue growth. 

Experience Our Subscription Sales Research

Get a glimpse into our vault of board-ready data insight, thought leadership, best practices, and
trends in subscription sales.

TSIA’s Subscription Sales research is backed by triple-validated industry data, and covers topics like subscription sales best practices,
as-a-service sales strategy, SaaS compensation models, and more.


Selling Based on Outcomes and Value is the Only Way Forward

Customer engagement focused on outcomes and value is imperative for any technology firms looking to grow subscription and consumption-based revenue.

Research Report

The State of Subscription Sales: 2021

Key factors impacting the world of sales as organizations look to increase the percentage of their revenues from XaaS or subscription offers.


What Sales Leaders Should Be Prioritizing in 2021

Preview 2021 strategies that tech firms are using to accelerate their go-to-market performance.

Research Report

Software to SaaS GTM: What Good Looks Like

This research paper offers frameworks to help companies design an approach to address software to SaaS GTM challenges.


Optimizing Channel Revenues in the XaaS World

Learn new capabilities required for channel partners to sell and deliver subscription-based offers.

Research Report

The End of the Road for Field Sales?

Strategies and capabilities that companies can develop and implement to deal with the impact of COVID-19 on the sales organization.

Research Report

Slides | The Lasting Impact of COVID19 on Sales

The way in which your sales team lands a deal will have a more profound impact on future profitability.


The Lasting Impact of COVID19 on Sales

Learn what the future holds for technology sales during this period of change.

Research Report

Sales in the Time of Coronavirus

Key factors impacting sales organizations since the start of the COVID-19 crisis, and how companies can respond.


The Future of Selling and Delivering Value

This publication focuses primarily on outcome engineering and verticalization-related skills, behaviors, tools, techniques, and guidance.


The Need to Deliver Customer Outcomes is Here and Now

During this 45-minute webinar, we’ll speak to COVID-19 & discuss the latest developments & emerging best practices for outcome & value based selling.

Research Report

Achieving Offer-Market-Sales Fit in the XaaS Revolution (Abridged)

This paper presents a set of frameworks and recommendations for how to achieve effective offer-market-sales fit.


Attend a TSIA Conference

TSIA conferences offer extensive insight and actionable takeaways for those in the subscription sales community.

You’ll find sessions focused on:

  • How changes to compensation can drive subscription offer growth
  • Account and offer segmentation to drive demand
  • Supporting the channel to sell subscription offers
Martin Dove speaking at TSW

Experience Our Community

Join our community of subscription sales leaders.

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.

Martin Dove subscription sales expert
"Meet the TSIA Expert" Martin Dove, VP, Subscription Sales Research

Meet Our Subscription Sales Research Expert

Martin Dove is TSIA’s vice president of subscription sales research. In this role, he works with TSIA members to help optimize their organization’s sales of subscription, or “as-a-service” offers.

Learn more about Martin.


Subscription Sales Advisory Board

This elite group of professionals advises TSIA on how to best deliver relevant programs, research, and events to members.


Tom DeCoster
VP, Integrated Services Sales


Pratap Chakravarthy
Division VP-Sales and Marketing


Frank Ciccone
Senior VP and GM, North America Sales and Service Delivery


Jane Li
VP of Corporate Intelligence, Integrated Planning and GTM Strategy