Upsell and Cross-Sell

Uncover revenue growth opportunities with existing customers

While you keep careful watch over new business sales, you are likely missing out on one of the biggest opportunities for quarter-over-quarter revenue expansion and retention.

The science of consistently expanding your solution footprint across your entire client base is one of the most consistently underperforming revenue areas for most B2B companies. This is because, all too often:

  • Bad data prevents you from seeing an accurate picture of your installed revenue base
  • Growth opportunities are routinely missed by untrained and unfocused staff
  • The best time to increase the customer footprint and expand “stickiness” isn’t well understood
  • You don’t have a specific sales process or pipeline for upsell and cross-sell opportunities

The power of pumping up your install base

Since, for most companies, over 90 percent of profit is delivered after the initial sale, driving greater and more consistent upsell and cross-sell revenue from your install base is one of the most important investments you can make.

With a finely tuned upsell and cross-sell engine behind your business, you’ll be able to more effectively:

  • Optimize revenue per customer, increase your footprint,and enhance “stickiness”
  • Lock in future service revenue with multiyear contracts
  • Retain service value and minimize discounting or price breaks
  • Uncover more opportunities

ServiceSource: The upsell and cross-sell experts

With billions of dollars in revenue opportunity under management, we are the world’s leading experts unlocking top-line revenue growth from your existing customer base.

With more than 200 active engagements, our dedicated selling teams help the world’s leading B2B companies identify and engage in upsell and cross-sell activities, including:

  • Upgrading service/support level
  • Uncovering additional assets/licenses
  • Extending term length beyond standard
  • Product sales lead generation
  • Selling add-on services
  • Selling new licenses or license upgrades to existing products

How we do it

upsell and cross-sell  Uncovering new revenue opportunities

  • Expertise and enriched data helps find and drive upsell and cross-sell opportunities
  • Specifically designed account plans and sales plays provide consistent, effective performance
  • Partnerships with your field sales teams deliver new product sales opportunities we’ve uncovered

cross selling  Deep customer engagement

  • Expertise and enriched data helps find and drive upsell and cross-sell opportunities
  • Specifically designed account plans and sales plays provide consistent, effective performance
  • Partnerships with your field sales teams deliver new product sales opportunities we’ve uncovered

upsell 
  Expert data analysis

  • We begin with a team of expert data analysts who dig deep into your existing data, systems and processes to accurately diagnose problems
  • Our teams normalize and enrich bad data to radically improve your system accuracy
  • We identify untapped opportunity by leveraging data mining techniques