Evolving to a Land & Expand Recurring Revenue Model

Exploring the ILAER Model

As connected devices become a standard offering for manufacturers, many organizations are concerned with how to grow and scale beyond the standard “one and done” sales model to a recurring revenue model.

In the following video, Tim Meuschke and John Stamos, directors for Alexander Group, discuss the sales motions needed to expand sales of new and current offerings to new and existing customers, and the new and specialized roles, including those for post-sales activities, to support new sales models.

At 2:50, Tim discusses the six key expansion motions including adoption upsell, usage upsell, multi-product cross-sell to same buyer, new buyer cross-sell, platform selling and enterprise license agreement or bundled solution selling.

To learn more, please contact an Alexander Group Manufacturing practice lead.

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