[Infographic] Expand Selling: A Cost-Effective Approach to Growing Customers

Posted by Technology Services Industry Association on 1/10/17 9:00 AM

Landing new customers will always be an important part of growing your business, but what happens after they've been onboarded? Tech companies invest a great deal of time and money in sales and marketing initiatives to capture net new business, but often overlook the chance to take advantage of revenue opportunities from within their existing customer base. This infographic takes a look at how investing in expand selling capabilities can unlock lower-cost accelerated revenue growth from existing customers.

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Topics: revenue growth, business growth, infographic, expand selling, LAER

Elevating Operational Execution Lays Foundation for B4B Transformation

Posted by Steve Sexton on 2/14/14 1:23 PM

“As an organization looks to evolve its sales, product, and service delivery capabilities, it must equally invest in its operational capabilities so that it has the greatest chance to execute with the consistency and predictability necessary to meet short-term performance goals, and invest in future growth.” 

In recently working with a major software company, it became quickly apparent that this organization was a great example of the scenario many captive services businesses face as the high-tech industry continues to evolve. Experiencing declining revenue and margin, this organization is introducing significant change to align and execute against new go-to-market strategies, but the organization’s operational maturity and supporting infrastructure will have to rapidly progress to support performance goals and its ability to invest in developing strategic capabilities. 

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Topics: B4B, organizational change, business growth

Welcome to Inside Technology Services - Enjoy the Ride!

Posted by Suzanne Hite on 4/15/13 2:45 PM


Welcome to Inside Technology Services. What is it? Well, technically, it's a blog. Non-technically, it's where you will come to learn about what is inside the world of technology services. Here is where you can come to learn about who, what, where, when and why about what makes our industry tick.
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Topics: services, services executives, technology services, business growth

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