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Extend Customer Lifetime Value with Automated Expand Selling

Building a strong and sustainable pipeline of new business opportunities has been the cornerstone to business success. While the imperative to achieve this through
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Scott Frew
Scott Frew
Product Life Cycle

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Feb 27, 2019

Blurred Lines: Reality of CPQ Renewal Automation

With so many CPQ systems on the market promising renewal automation, it’s time we took a closer look at what they consider to be automation and how this compares to Read More
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Renewals

Jan 15, 2019

The 4 Stages of LAER: Where Are You?

In our last blog, we explored TSIA’s LAER model (Land, Adopt, Expand, Renew) and the steps organizations can take to become truly “LAER Efficient”. Read More
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Renewals

Dec 18, 2018

The Journey to Becoming a “LAER Efficient” Organization

A few months back I attended a TSW Vegas keynote session with TSIA’s President and CEO. I have been attending these events for several years and there have always Read More
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Renewals

Nov 26, 2018

Executing CX: The Do's and the Don'ts

Customer experience (CX) is the latest term making headlines in the channel in recent days, thanks to Cisco’s recent announcements around their transformation Read More
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Product Life Cycle

Oct 16, 2018

Delivering Device as Service (DaaS)

Gone are the days of capex-heavy IT departments, managing hundreds if not thousands of devices. Instead, we are seeing a very clear and deliberate shift to Read More
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Product Life Cycle

Sep 21, 2018

Disaster Recovery and Survival

For today’s enterprise, being offline for even a few hours can have a detrimental effect on their business and customers. The consequences of a data center outage Read More
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Sep 13, 2018

The 5-Step Process to Data Cleansing & Automation

Most vendors have data coming in from many sources across the channel, some of which still use manual forms and spreadsheets that create long reporting lags, contain Read More
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Cloud

Aug 8, 2018

Overcoming the Microsoft CSP Billing Burden

Have you ever wondered how “tall” your customers’ consumption data would be if you were to print it out? Here’s a point of comparison for you: a VAR with just four Read More
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Cloud

Jul 27, 2018

The KPIs That Renewals Teams Must Track to Increase Growth

How are you currently tracking progress for your renewals team? There are limitless metrics that can be tracked, but every company must identify which metrics will Read More
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Renewals

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