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.
“Helping will sell. Selling won’t help.” – Complexity Avalanche, 2009
How many new customers does your company land every year, and how many existing customers do you have? The customer journey is undergoing a dramatic transformation, where customer needs are shifting away from new features and functions to how your solution can provide them with business outcomes.
In his opening keynote presentation at TSW 2015 Best Practices, J.B. Wood discussed how TSIA’s newest discipline, expand selling, will enable technology services organizations to systematically drive the growth of their existing customers by helping them achieve their business outcomes.
Watch the video to learn more about expand selling, as well as TSIA’s plan of action to not only help organizations grow revenue, but also grow their customers through outcome engineering, leading to more opportunities for cross-sell, upsell, and successful renewal.
Registrations are now open for our fall conference, TSW 2015 Service Transformations, taking place October 19-21 at the ARIA Resort & Casino in Las Vegas. Register today to take advantage of the 40% registration discount, ending May 31, 2015.