[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

Expand Selling Depends on Collaboration Between Sales and Services

Posted by Mark Middlekamp on 6/16/15 6:30 AM

Successful expand selling depends on sales, services, and customer success functions working together to cost-effectively accelerate revenue growth with existing customers. (Tweet this!) Marketing, services product management, and account management all have important roles to play as well. Fortunately, expand selling is not a “zero sum” game, where one function has to lose in order for another to win, but an investment and optimization opportunity that can benefit your organization as a whole. Here are some of the ways that collaboration between different organizational functions can affect your company’s expand selling potential.

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Topics: revenue growth, sales, expand selling, LAER, organizational capabilities, collaboration

[Video] What Expand Selling Can Do For Your Revenue Growth

Posted by Technology Services Industry Association on 5/22/15 6:30 AM

At TSW 2015 Best Practices, President and CEO of TSIA, J.B. Wood proudly introduced TSIA’s newest research discipline: Expand Selling. Through this emerging new concept, TSIA is taking the lead in helping companies find the fastest path to top line revenue growth by growing customers.

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Topics: revenue growth, video, expand selling

A 3-Step Guide to Locating, Recovering, and Securing Hidden Revenues

Posted by Thomas Sindemann on 11/18/14 6:30 AM

Empirical evidence shows that technology services businesses tend to lose up to five percentage points of their profit margin due to untapped revenue potential within their own customer base. A major part of this missed revenue opportunity is based on already performed services that have been overlooked or poorly invoiced.

However, as hidden revenues are a common problem with similar causes among technology services firms, they can be addressed in a three-step approach to locate, recover, and secure them effectively and efficiently. In this guide, we'll show you how to positively impact your company's profit margin simply by identifying and recovering charges due for services rendered.

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Topics: service revenue, revenue growth

Ignite Your Service Revenue With Expand Selling

Posted by Julia Stegman on 10/3/14 6:30 AM

Recent industry-wide trends have shown that the top 50 technology companies are experiencing shrinking revenue by as much as $8 billion. Revenues are flattening as technology companies shift their business models to include cloud computing subscriptions. From TSIA’s perspective, new playbooks are needed in order to make this difficult transformation and begin delivering profitable revenue growth.

In my webinar “Ignite Your Service Revenue”, I discuss current revenue renewal rates in the industry, what companies can do to increase their renewal rates, and how you can contribute to your company's overall growth with expand selling strategies.

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Topics: service revenue generation, service revenue, revenue growth, technology maturity

Redefining Customer Experience for the Cloud -- Part 2

Posted by Neil Jain and Singu Srinivas on 6/12/14 12:46 PM

In Part 1 of this blog series, we discussed two of the four key imperatives that software customer experience executives can use to help them develop and operate a new MCR model for the next stage of cloud services growth: Monetizing Additional Offerings and Embracing New Delivery Channels. Read on as we outline two additional imperatives that will help you get to the next level: Proactively Managing Customer Success and Rethinking Professional Services. If you haven't yet read Part 1, please review here.

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Topics: customer success, customer experience, cloud, revenue growth, customer retention, professional services, software-as-a-service (SaaS)

Five Key Practices of a Successful MSP: #3―Specialized MS Sales Expertise

Posted by George Humphrey on 4/9/14 2:36 PM

Hopefully you’ve been following along this popular blog miniseries focusing on the Five Key Practices of a Successful Managed Services Provider (MSP), based on a TSIA research report of the same title. If you haven’t had a chance to check them out, or you need a quick refresh, follow this link to the entire series so far. 

 

And now, moving on to this week’s key practice of a successful MSP: 

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Topics: managed services, revenue growth, sales, benchmarking, managed services providers, managed services sales, Successful Managed Services Providers

Leveraging Your Consultants to Capture Untapped Revenue Potential

Posted by Kyle Andrews on 9/27/13 8:26 AM

For good reason, using services delivery resources to extend the sales reach is a strategy employed by many companies. But in doing so, there are challenges to be considered. Utilizing a framework for creating and enabling the high-value sales force will help ensure that all bases are covered.

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Topics: consulting, revenue growth, professional services, training, sales

Levers of Growth: Building Double-Digit Revenues in a Tech Company

Posted by Trisha Bright on 7/22/13 11:17 AM

"Roll up your sleeves. Summon your courage. And above all, don't try to reinvent the wheel! Growing services revenue can be achieved if you know which levers to pull."

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Topics: service revenue, revenue growth, levers of growth

Cloud Computing: A Winning Scenario for Everyone

Posted by Julia Stegman on 7/1/13 6:31 AM

Julia Stegman, TSIA service revenue generation (SRG) expert, was a recent guest blogger for BMC Software’s Global Services Blog on a topic close to all of our hearts: Cloud computing: A winning scenario for everyone.

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Topics: cloud, managed services, service revenue generation, service revenue, revenue growth, best practices, return on investment (ROI), value-added services

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