Rethinking the Sales Funnel for Existing Customers

Posted by Steve Frost on 7/14/17 5:00 AM

This fall, TSIA will be digging deep into the topic of the Art and Science of the Customer Journey at our annual Technology Services World conference in Las Vegas. To introduce this theme, the rest of the TSIA research team and I will be sharing our thoughts on how it relates to our specific area of research, which in my case is expand selling. In this entry, I’ll be sharing a look at the journey from lead to closed deal for new opportunities with existing customers, how this process is different than it is for new customers, and why Services touchpoints have to be accounted for in the process.

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Topics: technology services, sales, expand selling, marketing, sales costs, Art and Science of the Customer Journey

Grow Customers Through Marketing and Services Convergence

Posted by Steve Frost on 3/16/17 5:00 AM

In our multi-part blog series on organizational convergence, TSIA’s Phil Nanus and others have written extensively about the convergence of sales and services in an XaaS world. For a great primer on how these lines are blurring, be sure to read his blog post or Chapter 7 of the Technology-as-a-Service Playbook. A much less talked about topic, however, is the convergence of marketing and services, and their potential to work together to drive cost-effective leads and revenue from existing customers.
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Topics: sales, expand selling, marketing, TSIA Organizational Convergence Series, organizational convergence

XaaS Madness: Selling Yourself Out of Business

Posted by Steve Frost on 3/7/17 5:00 AM

As the NCAA Basketball Tournament shifts into high gear this month, millions of American workers will take extended lunch breaks to their favorite sports bars and restaurants to watch the games. This annual event provides not only an opportunity for binge-eating and work-ditching, but also affords a teaching opportunity about the dangers of the high cost of sales. Read on to see how the parable of a failed sports bar can be a cautionary tale for modern XaaS companies.

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Topics: x-as-a-service (XaaS), sales, expand selling, marketing, lead generation, sales costs

Welcome New TSIA Members! December Edition

Posted by Technology Services Industry Association on 12/21/16 5:00 AM

At TSIA, we are dedicated to helping services organizations both large and small grow and advance in the technology industry. We'd like to take the opportunity to welcome our newest members, as well as acknowledge companies already a part of the TSIA community who have recently expanded their membership to include additional service disciplines TSIA has to offer. Here's a little bit about each company, in their own words.

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Topics: cloud, healthcare, professional services automation (PSA), software-as-a-service (SaaS), marketing, New TSIA Members, HHIT, hardware manufacturers, software

[TSIA Spotlight] Expand Selling and LAER for Marketing

Posted by Thomas Lah on 5/12/16 6:30 AM

Recently, an article I wrote was featured on MarTech Advisor, a marketing technology publication, called, "Why Marketing Technology Platforms Need New Innovations to Drive Revenue and Growth," about how Expand Selling and TSIA's LAER model applies to the role of marketing. In this post, I explain how important it is for marketers to focus on finding the right technology innovations that will enable them to better drive ROI for their business and cost-effectively re-ignite revenue growth. Here's an excerpt from that article:

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Topics: expand selling, LAER, marketing

Challenging Traditional Sales Roles

Posted by Peter Armaly on 12/11/15 6:30 AM

'Tis the season of giving, and today our gift to you is the fifth day of our annual 12 Days of Insights blog series. Enjoy!

The long-running, oft-worshipped, and rarely questioned organizational business structure of Sales and Post-Sales is sick and overdue for some tough medicine. For years, there have been ample talks and thousands of articles written about the dysfunction of Sales and Marketing, but an even bigger argument can be made that the graver threat to a company is what isn’t working between the two major organizations, Sales and Post-Sales, that (sadly) often meet only at that line in the contract where the customer signs.

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Topics: customer success, sales, 12 Days of Insights, marketing

Lead Generation Tactics for Expand Selling

Posted by Mark Middlekamp on 9/17/15 6:30 AM

To have successful expansion revenue generation with your existing customer base, otherwise known as expand selling, your sales, services, customer success, and marketing teams must work together in new ways to continue accelerating revenue growth at scale. Although lead generation programs are already quite common in technology companies, many of them only focus on generating new leads, rather than leads you can gain from existing customers. To take advantage of this untapped opportunity, it’s important to know the difference between lead generation for “land” and “expand” selling, as well as how you can optimize this key element to accelerate revenue growth.

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Topics: sales, expand selling, marketing, collaboration, lead generation

[Video] Learn How to Grow Customers at the 2015 Sales and Marketing Summit

Posted by Technology Services Industry Association on 8/13/15 6:30 AM

Want to learn how to grow your customers and accelerate revenue growth from a sales and marketing approach? Come hear TSIA’s senior vice president of membership development, René Grossrieder, present best practices for growing customers at scale at this year’s Dynamic Disruption Sales and Marketing Summit on October 9 in TSIA’s hometown of San Diego. (Tweet this!)
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Topics: sales, video, software-as-a-service (SaaS), summit, marketing, collaboration

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