SOURCE: Technology Services Industry Association (TSIA)

Technology Services Industry Association

November 07, 2016 15:26 ET

Accomplished Executive Steve Frost Appointed Vice President Research, Expand Selling for TSIA

Frost to Take Lead in Further Developing TSIA's Expand Selling Membership Program

SAN DIEGO, CA--(Marketwired - November 07, 2016) - The Technology Services Industry Association (TSIA), the leading association for today's technology and services organizations, announced that Steve Frost, an accomplished executive with extensive experience in business development, sales strategy, and technology-as-a-service business models, has joined the TSIA Research Team as the vice president of expand selling research. In this role, he will work to further develop TSIA's growing Expand Selling membership program.

TSIA's research practices, or service disciplines, are the driving forces of today's technology services industry, and span the focus areas of Customer Success, Education Services, Expand Selling, Field Services, Managed Services, Professional Services, Service Revenue Generation, and Support Services. As the head of TSIA's Expand Selling discipline, Frost will help member companies unlock new revenue opportunities with existing customers and develop sales approaches that deliver value and customer outcomes.

Steve Frost brings a wealth of knowledge and experience to TSIA. After receiving both his Bachelor's and Master's degrees from Stanford University, he worked in various consulting and leadership roles within the technology industry, with a focus on business development and sales strategy for technology-as-a-service providers. Prior to TSIA, Steve was one of the first few hundred employees at Google, where he was directly responsible for developing strategic partnerships between Google and major telecommunications companies including Comcast, Verizon, AT&T, and Sprint, and was directly responsible for over $750 million in revenue for his employers.

"We're delighted to have Steve Frost as part of the TSIA research team," said Thomas Lah, Executive Director of TSIA. "His extensive knowledge of sales strategy will be a valuable asset to member companies looking to develop and implement new methodologies that maximize revenue expansion with existing customers by leveraging service touchpoints."

"The Expand Selling methodology is rooted in TSIA's philosophy that 'Helping will sell, but selling won't help.' I am a deep believer in TSIA's focus on customer outcomes. My experience has taught me that if you approach selling with the mindset of helping the customer maximize the value of their technology investment, and in the context of helping them solve a business problem, selling can be an incredibly useful and helpful action," said Frost about his new role. "I look forward to running the Expand Selling discipline based on the idea that we can positively affect the business outcomes of our member companies by helping them leverage their various services touchpoints to help generate leads and revenue in a systematic and quantifiable way."

More information on membership in TSIA's Expand Selling discipline can be found at https://www.tsia.com/focus-areas/focus-area-expand-selling.html.

About TSIA
The Technology Services Industry Association (TSIA) is the world's leading organization dedicated to advancing the business of technology and services. Technology services organizations large and small look to TSIA for world-class business frameworks, best practices based on real-world results, detailed performance benchmarking, exceptional peer networking opportunities, and high-profile certification and awards programs. TSIA corporate members represent the world's top technology companies as well as scores of innovative small and mid-size businesses in four major markets: enterprise IT and telecom, consumer technology, healthcare and healthcare IT, and industrial equipment and technology. TSIA's editorial blog, Inside Technology Services, is widely recognized by technology service professionals for providing thought leadership and insights into industry trends and best practices. Visit us at www.tsia.com, follow us on Twitter @TSIACommunity, or connect with us on LinkedIn and Google+.

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