Customer Onboarding: What you need to know to prevent first-year churn

Customer Onboarding: What you need to know to prevent first-year churn

Maximizing Customer Lifetime Value (CLV) is not easy. You cannot expand your wallet share with cross-sell or upsell tactics without first delivering value and the initial promised business outcomes. Nor can you extend the life of the subscription with renewal sales plays before first ensuring the customer has achieved success within the first subscription or contract term.
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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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Forbes Insights Report on Revenue Lifecycle Management – Why Now is The Time to Master RLM

Forbes Insights Report on Revenue Lifecycle Management – Why Now is The Time to Master RLM

We live in an increasingly data-driven world. Information is everywhere. In fact we are inundated with it. I know executives with more than 20,000 emails in their inbox, 20+ direct reports and a packed schedule. It’s difficult to make time to deal with the “big rocks” that block business transformation and revenue growth efforts.
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I’ve Got 99 Problems, but Usage Data Isn’t One

I’ve Got 99 Problems, but Usage Data Isn’t One

Recurring revenue business models introduce new challenges for you and your channel partners. Customers are more empowered and informed than ever before. As my previous blog stated: customers only want to pay for what they use. More specifically they only want to pay for the value received from a product or service—and they only receive value when they are using a product or service effectively.
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Customer Success Evolution Tips

Top 5 Ways to Accelerate Your Customer Success Evolution

In the natural world there are, periodically, significant "tectonic" shifts-earthquakes, meteors, climate changes-that alter the entire atmosphere and redefine what is needed for survival in the surrounding environment. In response, organisms must find ways to evolve and be successful again. This Darwinism of the natural world has parallels in modern business as well, what we might call "Digital Darwinism."
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Pay Per Month

Your customers only want to pay for what they use

What came first, the recurring revenue business model or empowered customers that only want to pay for what they actually use? Much like the chicken-and-egg scenario, you could argue it both ways. But the fact of the matter remains; customer-buying behavior has changed dramatically. Not only are consumers empowered with more information than ever before, now they only want to pay for what they actually use. And if they don’t see value from what they use, then they will cancel their service.
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Best of 2015

The Top 5 Posts from 2015 – RLM Takes Off

As companies started to see the value in customer success and the impact to the bottom line, we saw that interest lead into a new, more holistic approach in 2015 – the Revenue Lifecycle. Revenue Lifecycle Management (RLM) tracked as the top category for the year, and accounted for a majority of our most popular blog posts. See what your peers were reading in 2015 and make sure you’re caught up on all-things RLM so you’re in the know for 2016. We’re expecting it to be an even bigger topic this year!
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Data

Why Care About Usage Data?

In recurring revenue business models, the most critical customer relationship question shifts from, “Was the product shipped?” to, “How is the service providing value?” This shift creates a critical gap in your customer intelligence. The ability to monitor how your customer is actually using your services becomes essential to proving your service’s value.
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CRM

Putting the “Customer” Back into CRM - What to Expect in 2016

When you think customer lifecycle, you may automatically think CRM. To date, CRM technologies and the business processes that support it, have excelled at managing all the communications and engagements with a buyer leading up to the point of initial sale. But that’s not the whole lifecycle.
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Data

3 Steps to a Data-driven Revenue Lifecycle

How do you create data-driven customer retention processes that deliver both higher renewal rates and a lower cost to serve? This is the million-dollar question that many companies are looking to answer, and one that we addressed in a recent webinar and the 3 Steps to a Data-driven Revenue Lifecycle whitepaper.
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