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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Calculating Customer Lifetime Value for Digital Subscriptions

Calculating Customer Lifetime Value for Digital Subscriptions

In subscription and recurring revenue business models, maximizing customer lifetime value is a key success factor to a profitable business. Customer expansion and subscription extension are critical to customer success management. But how do you know when a customer relationship turns profitable? It is important to understand the point at which you breakeven on your investment in a customer relationship.
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Click-through rates do not measure customer engagement, retention or loyalty

Click-through rates do not measure customer engagement, retention or loyalty

CTR is important, but it alone can’t tell you if your campaign or advertisement is successful or not. Luckily, because of the digital age, there’s a better way to measure success.
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Customer retention management

Customer Churn and Retention in Information and Media

Digital technologies have fundamentally changed the way that information is shared and consumed—profoundly impacting the Information and Media industry. The switch has driven innovation in customer churn and retention management, advertising, a convergence of content, software and devices, but, most importantly, a transformation of business models.
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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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