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As the downturn of 2020 rages on, technology companies have to find a way to maintain and grow revenue without additional sales and marketing budgets. The only way to accomplish this cost effectively is by growing your existing customers while making sure to keep the revenue you already have on the books.
This paper will show that the renewal and expansion motions are indeed converging, and that much of the duties around both functions are falling squarely on the shoulders of customer success and renewals specialists. This is, in fact, a good thing. When customer success and other non-traditional sales roles handle expansion and renewal, not only do revenues grow faster, but renewal rates actually increase in the process.
Vice President and Managing Director, Revenue Research and Advisory, TSIA
Vice President, Service Revenue Generation Research, TSIA
Publish Date: August 25, 2020
TSIA is well worth the investment. This is the one place where you can come and get a fusion of ideas that you can then marry up to the goals and objectives of your organization and boil that down into several actionable plans that you can implement over the next 6 months to a year.
Peg Rodarmel, SVP, Subscription Services, Infor
The Technology & Services Industry Association (TSIA) is dedicated to helping technology and services organizations large and small grow and advance in the technology industry. Find out how you can achieve success, too. Call us at (858) 674-5491 or we can call you.