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Steve Frost

VP & Managing Director, Revenue Research and Advisory

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 and subscription sales research. Steve helps member companies grow their services, subscription, and XaaS revenue by optimizing their practices for growth throughout the customer lifecycle.



Top Expand Selling and Subscription Sales Advisory Engagements

  • The 5 Levers of Transformation for XaaS Go-To-Market
  • Engaging Services and Customer Success in the Sales Process
  • Journey to LAER Efficiency
  • Grow Services Revenue with Existing Customers
  • Transforming How You Sell to Existing Customers
  • Making the Move to Outcome-Based Selling
  • Establishing a Strategy for Subscription Selling
 
 
 

Research and Webinars

Check out the most recent Expand Selling and Subscription Sales resources.


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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.