© 2015 All rights reserved. Technology Services Industry Association (TSIA).

PROBLEM: S&M REVENUE RETURN IS UNPREDICTABLEOrganizations invest a great deal in sales and marketing,

but aren’t necessarily guaranteed revenue growth in return.

The customer journey is undergoing a dramatic transformation, where tech organizations need cost-effective levers to systematically increase customer spending by helping

them achieve their business outcomes.

TRADITIONAL STRENGTHS ONLY GO SO FAR

THE IMPACT OF EXPAND SELLING: COST-EFFECTIVE REVENUE GROWTH

Expand selling is a set of capabilities that combine cost-effective selling touch points and

customer outcome engineering.

TSIA is taking the lead in helping companies �nd the fastest path to top-line revenue growth.

Land Adopt Expand Renew

50%

40%

30%

20%

10%

0%

revenue growth

Meaning organizational functions are currently sub-optimized.

Sales ServicesMarketing Customer Success

S&M costs

Historical Focus current investment Focus

customer growthcost-effectiveEMERging focus

6XExpand selling costs are six times less than customer acquisition costs.

www.tsia.com/exs

@TSIACOMMUNITY | #TSIA

SOURCES: 1. Expand Selling: Accelerating Revenue Growth through Ef�cient Selling Models and Motions – May 2015. 2. The TSIA LAER Model – June 2015.

cost to acquire $1 of revenue from customer

$ 1.20

$ 1.00

$ .80

$ .60

$ .40

$ .20

$ 0

Customer Acquisition

$1.07

Customer Expansion

$.18

Expand SellingA Cost-Effective Approach

to Growing Customers

TOP TECH ORGANIZATIONS

THE TSIA LAER FRAMEWORK