Revenue Growth

subscription growth chart

Transform to a Profitable Subscription Business Model

Customer demands are changing, pressuring companies to transform their models or risk being irrelevant. TSIA’s John Ragsdale and ServiceSource’s Chad Lyne discuss how to succeed with new subscription business models.
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product revenue

Where has all the product revenue gone?

The digital age has created the “Knowledge Economy” that was predicted by analysts in the 60’s. We have more information than ever before. Data abounds—there for us to interpret and turn into actionable information to overcome disruptions and drive business innovation. And the company’s that have mastered this art are thriving.
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Forbers research revenue and profitability

Forbes finds focus on Revenue Lifecycle Management is key to revenue growth strategies

I recently had the pleasure of working with Bruce Rogers, Chief Insights Officer for Forbes Media, to present the findings of a wide-ranging study Forbes had undertaken on behalf of ServiceSource, to understand how successful B2B companies are using revenue growth strategies to manage the increasingly dynamic and exacting demands of their customer bases.
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Companies with RLM models

Companies with RLM models are more successful at customer revenue growth

Many companies don’t have a strategy in place to manage outcomes and ongoing value realization from their existing customers. In this infographic, we highlight a Forbes Insight study that shows how B2B companies with mature Revenue Lifecycle Management (RLM) practices are more likely to be market leaders in both customer revenue growth and profitability.
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The Price is Right: How to use customer segmentation to improve pricing efficiency

The Price is Right: How to use customer segmentation to improve pricing efficiency

Using customer segmentation to get the price right can significantly impact revenue growth and customer retention. Companies that use tiered pricing to segment users can realize as much as a 19% boost in revenue per month for subscription-based services and applications.
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medical field services

Powering Revenue Growth through Medical Field Services

Medical field service reps can to contribute to their company’s bottom line during service engagements by identifying and managing growth opportunities.
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Customer Value Rating

Customer Value Rating – An Easier Way to Analyze Profitability

Last week our ”Maximizing Customer Lifetime is a Revenue Growth Strategy, Not a Retention Strategy” blog delved into research that showed the correlation between company lifecycle and the percent of growth that comes from customer lifetime. To expand on that topic, for the vast majority of recurring revenue businesses, existing customers don’t just fuel growth—they represent all of the businesses’ profits.
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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

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

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

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.
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