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A customer growth (expand selling and renewals) organization is a specialized, sales or selling-capable customer success organization with a very specific charter: to defend the existing revenue schedule and to grow that revenue from the customer base. The organization is the operationalized and functional expression stemming from a corporate renewal and expansion strategy and must align to the larger selling capabilities within the company.This paper explores the key levers that must be addressed in forming and then transforming an organization within the broader customer growth and renewal strategy. It discusses the sequence and process for determining the key attributes for the organization based on the outputs required from the organization.
Vice President, Customer Growth and Renewal Research, TSIA
Publish Date: March 25, 2021
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.