Author: James Huddleston
customer expansion revenue strategies

Customer Expansion Revenue Strategies: Expert Cross-sell and Upsell Tips

James Huddleston

Insights and tips on how to cross-sell and upsell using customer revenue growth strategies from a panel of customer success experts. [Read More]


Customer Retention Analytics that drive Customer Success

Five Customer Retention Analytics and How They Help

James Huddleston

Predictive analytics and data science are hot right now. The truth be told, ‘big data’ has been a buzzword for over 100 years. Finding a way to harness the volume, velocity and variety of data that is flowing into your business is as critical to using Customer Retention Analytics to your advantage. [Read More]


Maximizing Customer Lifetime Value is a Revenue Growth Strategy, Not Just a Retention Strategy

Maximizing Customer Lifetime Value is a Revenue Growth Strategy, Not Just a Retention Strategy

James Huddleston

Strategies for increasing top-line revenue growth and profitability are of the utmost importance for any B2B company. However, goals for revenue growth change over the lifecycle of a company, in both magnitude and composition. [Read More]


Customer Success + Exception Management = Increased Recurring Revenue and Higher Profit

Customer Success + Exception Management = Increased Recurring Revenue and Higher Profit

James Huddleston

There are many reasons to have some kind of standard process for Revenue Lifecycle Management stages—customer onboarding, adoption, cross-sell, upsell, retention and renewal. But the reality is that every customer and every end-user at each customer site is unique—which means, if you’re only following standardized processes, you are missing opportunities to deliver an exceptional customer experience. However, there is not enough time or enough resources to meet the unique expectations of all of your customers, let alone all of the users of your products and services. The best approach is to define a standardized process for each Revenue Lifecycle phase, but then proactively monitor and manage exceptions. [Read More]


3 Findings that Can Get Your Customer Revenue Back on the Path to Growth [Infographic]

3 Findings that Can Get Your Customer Revenue Back on the Path to Growth [Infographic]

James Huddleston

New disruptive business models are impacting how companies must strive to deliver ongoing value and drive growth from existing customers so as not to fall behind the competition. To explore how global B2B companies are tackling this challenge, ServiceSource recently conducted a benchmarking study looking at the relative maturity level with which these companies approach the management of customer success and revenue-growth related activities. The study found a direct correlation between Revenue Lifecycle maturity and top-line growth. In fact, for every level of maturity increase, companies can see a nearly 8 point increase in customer renewal rates—significant overall top-line growth. [Read More]


Five Best Practices to Create Customers for Life

Five Best Practices to Create Customers for Life

James Huddleston

Congratulations! Through blood, sweat, and maybe even a few tears, you’ve acquired a new customer. Chances are, you’ve invested a good amount of time and money to do so. What you may not realize is that on average, it takes just over three years to recoup the initial cost to The post Five Best Practices to Create Customers for Life appeared first on SourceTalk. [Read More]