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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.

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What Sales Leaders Should Be Prioritizing in 2021

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

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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.

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Research Report

Expand and Renew

This report looks at how to maintain and grow revenue without additional sales and marketing budgets.

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White Papers

Migrating Customers to XaaS

Framing for how technology providers can segment their existing install base for the great migration to XaaS offers.

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Re Start Your Growth Engines XaaS Your Existing Customers

Create a strategy to migrate your subscription models by leading existing customers to new offerings, while also building ongoing profitable growth.

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Data View

Services-Generated Leads

TSIA DataPoint that looks at the effect of services-generated leads.

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No Letter in LAER Stands Alone

In this TSIA webinar, you’ll learn how LAER efficiency results in cost-efficient revenue growth.

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Optimizing Channel Revenues in the XaaS World

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

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White Papers

Survival Guide for Renewing Recurring Revenue in the COVID-19 Economic Crisis

In this paper we discuss the implications of discounts on ARR and their impact on a company over a long period of time.

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Outcome Selling and Renewal Value Management

This TSIA webinar will discuss Outcome Selling and Renewal Value Management and how this emerging capability will become an operational necessity.

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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.

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Research Report

Slides | Re-Start Your Growth Engines: XaaS and Your Existing Customers

Discover how to achieve profitable growth in XaaS and Subscription models by driving more revenue from existing customers.

 
 
 
 

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
 
Steve Frost speaking at a TSIA Conference
 
 

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.

 

Meet Our Subscription Sales Research Expert

This expert research executive heads up our subscription sales research practice.

Subscription Sales Advisory Board

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

CDW

Tom DeCoster
VP, Integrated Services Sales

Rauland

Pratap Chakravarthy
Division VP-Sales and Marketing

Avaya

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

VMware

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