Why XaaS Renewals are Moving AWAY from Sales
Channel: TSIA (Technology & Services Industry Association)
Date: 01/08/2023

In this clip, Steve Frost, TSIA’s VP & Managing Director, Revenue Research and Advisory, explains why Sales should no longer have responsibility for renewals in the XaaS model.

He also discusses the relationship between contract expansion and renewal, how to compensate for renewals, and a new cross-functional sales model for XaaS.

This clip is from our webinar, “Who Owns Renewal (and Expansion)?”, part of TSIA’s Research Journey on this topic. 

🚀 Watch the full webinar here: https://bit.ly/44NOT20

📈 Join our Research Journey and learn how to protect and grow your customer base: https://bit.ly/3Y5nIO8

***

TSIA, the Technology & Services Industry Association, is a research and advisory firm on a mission to help technology companies drive profitable growth by providing world-class business frameworks, validated best practices, detailed performance benchmarking, and exceptional networking opportunities. 📈

Follow us for more insights! 💡

➡️ LinkedIn: https://www.linkedin.com/company/587137
➡️ Twitter: https://twitter.com/TSIACommunity
➡️ Instagram: https://www.instagram.com/tsiacommunity
➡️ Facebook: https://www.facebook.com/TSIACommunity

CHAPTERS:
00:00-2:22 Why renewals are moving away from sales
2:23-3:57 Partners and customer success motions
3:58-6:34 Categorizing renewal roles
6:35-8:50 The relationship between expansion and renewal
8:51-11:00 Compensation and go-to-market transformation
11:01-11:37 The traditional transactional sales model
11:38-13:58 Cross-functional model for Sales and Customer Success