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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”.
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Jim Stockwell
Jim Stockwell
Renewals

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Jan 3, 2017

The Breaking Point for CPQ: Why It Won't Work for Your Renewals Business

Your sales team already uses a CPQ, and you're starting to think you need something to help process renewals quotes as well. As your business grows, and as cloud Read More
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Renewals

Dec 28, 2016

Recharging Renewals: Jack of All Trades vs. Master of One

While a great deal can be said for the well-rounded workforce, cross-trained and capable of filling in for one another, Renewals Sales Management may be one area Read More
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Renewals

Dec 27, 2016

Recharging Renewals: Value Added Services Mean Value Added ROI

By all metrics—from governments and multi-national corporations to mom-and-pops and every imaginable sized entity in between—Cyber Crime is the biggest threat to web Read More
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Renewals

Dec 20, 2016

New Technology for Old: Legacy Products Can Be the Open Door to Selling New

Product lifecycle is a fluid, ever-changing practice. When you launch and sell a new offering, it's usually with the knowledge that it will be updated and/or Read More
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Product Life Cycle

Dec 18, 2016

Channel Surfing, Part II: Reeling in Channel Partner POS Data

It's no secret that analyzing POS (Point of Sale) Data from Channel Partners can be like playing "Whack-A-Mole" at carnivals. As soon as you think you have one Read More
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Channel

Dec 13, 2016

Channel Surfing, Part I: The Importance of Flotsam and Jetsam

Today's marketers have two main sales models: Direct Channel (Sales through staff and/or Direct Internet Sales) and Indirect Channel (Sales through Channel Partners). Read More
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Channel

Dec 8, 2016

5 Easy Steps to Prepare Your Business for a Renewal Management Platform Integration

The point of business process automation is to eliminate constant, excessive human intervention—not to load employees up with detailed data updates, corrections and Read More
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Renewals

Dec 7, 2016

A System Without a System is Almost No System at All

It doesn't happen often, but on occasion a new customer will ask us to implement our Renewals Management Platform without integrating it into their other systems Read More
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Renewals

Nov 28, 2016

5 Unexpected Benefits of the Renewal Management Platform (RMP)

Cherry picking accounts up for renewal is the backbone of any annuity sales business. The very nature of subscription based hardware, software and services sets Read More
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Renewals

Nov 25, 2016

Growing Your Business from Your Business: Protect and Expand, Not Sell and Service

In their 2013 book, B4B: How Technology and Big Data are Reinventing the Customer-Supplier Relationship (1), The Technology Services Industry Association (TSIA) Read More
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Renewals

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