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Subscription Sales
Optimize your people, process, and technology for selling technology services and subscriptions.
Your Resource for Navigating this Economy
With the current economic conditions, companies are talking about cutting costs... but cutting in the wrong places could have long term negative impacts.
Where do you cut back to reduce costs without compromising productivity or profits? And how do you find places where you can actually grow revenue? TSIA can help you with that.
From benchmarking revenue efficiency, to providing data-driven expansion and cross-selling, and a whole lot more, we’ve got you covered.
There’s no better time than now to be a TSIA subscription sales member!
Subscription Sales Business Challenges
We know what’s trending in subscription sales.
TSIA’s detailed analysis of the industry has identified a top set of subscription sales business challenges that we address through our membership program.
Customer Life Cycle Revenue Optimization
Cross-Organizational Handshakes
Optimizing Revenue Acquisition Cost
Leveraging Data and Analytics for Revenue Growth
Expand to see more business challenges we can help you solve+
Customer Life Cycle Revenue Optimization
How do we enable and incentivize channel partners to increase customer growth?
Cross-Organizational Handshakes
What cross-functional handshakes must product management operationalize to accelerate the success of their XaaS offers?
Optimizing Revenue Acquisition Cost (RAC)
How do we reduce the cost of bringing on a new XaaS or subscription customer?
Leveraging Data and Analytics for Revenue Growth
What are the emerging industry trends with outcome engineering?
Outcome-Based Selling and Engagement
How do we help our sellers become more effective at outcome-based selling?
KPIs - Customer Lifecycle Revenue Growth
What are the best practices for managing a knowledge base?
Increasing Win Rate
What practices are employed to sell new support contracts at the point of the technology sale?
Account Segmentation for Effective Selling
What can the direct and indirect sales teams do to get revenues to be recognized earlier on new XaaS and subscription sales?
Defining the Relationship Between Sales and Customer Success
How do we develop market relevant managed services offers for technology solutions?
Optimizing Org Structures for Revenue Growth
How do we reduce the cost of bringing on a new XaaS or subscription customer?
Cross-Functional Sales Skills for XaaS
What cross-functional handshakes must product management operationalize to accelerate the success of their XaaS offers?
Compensation Models for XaaS
What product experiences accelerate trial, sale, onboarding, adoption, and growth? What are the critical considerations for a product-led growth strategy to reduce friction and maximize scale? How do we effectively blend IP and IT to deliver the optimal experience?
TSIA Can Help
Learn more about how TSIA can help your Sales organization accelerate recurring revenue growth.
Experience Our Subscription Sales Research
Get a glimpse into our vault of board-ready data insight, thought leadership, best practices, and
trends in subscription sales.
TSIA’s Subscription Sales research is backed by triple-validated industry data, and covers topics like subscription sales best practices,
as-a-service sales strategy, SaaS compensation models, and more.
What Revenue Leaders are Thinking About Right Now
TSIA recently interviewed a group of CROs, GMs and CCOs. We learned about what these leaders are thinking about right now, and what their top . . .
What Sales Leaders Should Be Prioritizing in 2021
Preview 2021 strategies that tech firms are using to accelerate their go-to-market performance.
Research Report
Software to SaaS GTM: What Good Looks Like
This research paper offers frameworks to help companies design an approach to address software to SaaS GTM challenges.
Research Report
Expand and Renew
This report looks at how to maintain and grow revenue without additional sales and marketing budgets.
White Papers
Migrating Customers to XaaS
Framing for how technology providers can segment their existing install base for the great migration to XaaS offers.
Re Start Your Growth Engines XaaS Your Existing Customers
Create a strategy to migrate your subscription models by leading existing customers to new offerings, while also building ongoing profitable growth.
Data View
Services-Generated Leads
TSIA DataPoint that looks at the effect of services-generated leads.
No Letter in LAER Stands Alone
In this TSIA webinar, you’ll learn how LAER efficiency results in cost-efficient revenue growth.
Optimizing Channel Revenues in the XaaS World
Learn new capabilities required for channel partners to sell and deliver subscription-based offers.
White Papers
Survival Guide for Renewing Recurring Revenue in the COVID-19 Economic Crisis
In this paper we discuss the implications of discounts on ARR and their impact on a company over a long period of time.
Outcome Selling and Renewal Value Management
This TSIA webinar will discuss Outcome Selling and Renewal Value Management and how this emerging capability will become an operational necessity.
Research Report
The End of the Road for Field Sales?
Strategies and capabilities that companies can develop and implement to deal with the impact of COVID-19 on the sales organization.
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Attend a TSIA Conference
TSIA conferences offer extensive insight and actionable takeaways for those in the subscription sales community.
You’ll find sessions focused on:
- How changes to compensation can drive subscription offer growth
- Account and offer segmentation to drive demand
- Supporting the channel to sell subscription offers
Experience Our Community
Join our community of subscription sales leaders.
Have questions about navigating the impact of the COVID-19 pandemic? Ask your peers at TSIA Exchange—a free forum for technology, services, sales, and product teams to ask questions and get answers together.
Meet Our Subscription Sales Research Expert
This expert research executive heads up our subscription sales research practice.
Subscription Sales Advisory Board
This elite group of professionals advises TSIA on how to best deliver relevant programs, research, and events to members.
CDW
Tom DeCoster
VP, Integrated Services Sales
Avaya
Frank Ciccone
Senior VP and GM, North America Sales and Service Delivery
VMware
Jane Li
VP of Corporate Intelligence, Integrated Planning and GTM Strategy
Citrix
Juan Pablo Jiménez
COO and Business Operations VP, Citrix Americas Region