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If you are in technology sales, especially with a legacy solution provider, you know the struggle. Over 70% of established technology providers are now facing flat or declining product revenues, this according to the latest research from the Technology Services Industry Association (TSIA).
Purchasing has moved from IT to the business, who only control the budget for their functional areas rather than the enterprise. Price wars and discounting reign. As a result, product revenues have dropped 20% over the past 4 years.
As a Cloud / SaaS / Technology provider, you need to be able to effectively drive renewals and up / cross market and sell to achieve revenue growth success.
This webcast can help you learn more about this research and how to effectively implement Expand Selling.