healthcare cloud business models

Healthcare Cloud Business Models: Creating Customer Value

The Healthcare and Life Sciences (HCLS) industry has resisted the aptly named, “Age of the Customer” and digital transformation for too long. With new entrants transforming the industry, resistance is now futile.

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Channel Partner Management Strategies

Growing Channel Partner Revenue: Part 1 – Policies and Processes

Recurring revenue business models have changed the game for channel management strategies. Thinking differently about how your partners enable, engage and extend customer relationships is the key to growing channel partner revenue in the subscription economy.
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customer expansion strategies

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

Highlights and great tips from the "Grow Revenue Faster with Cross-sell and Upsell Best Practices" panel webinar with Cisco Director of Sales Operations, Peg Nicholls and ServiceSource Senior Vice President of Customer Success, Ryan Thomas.
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customer retention

Customer Retention – What’s Innovation got to do with it?

Variations of the phrase "innovate or die" have been around for centuries, although Jack V. Matson's book was one of the first to delve into a philosophy around failing fast. And yet, we continue to see businesses fail because their management failed to anticipate their customer’s future desires.
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enterprise customer success

Digital Darwinism: Business Adaptation Strategies for Enterprise Customer Success

At Gainsight Pulse 2016 Christopher Carrington presented the five adaptive strategies enterprises need for customer success in this age of Digital Darwinism.
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customer success best practices

5 Tips to Evolve Your Customer Success Best Practices

The “Customer Experience Economy” your clients expect to realize value and quantifiable business outcomes much more quickly. These customer success best practices will help you understand and meet these demands.
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Manage B2B customer success like the Warriors

Protect, Defend, Grow: B2B Customer Success Team and the Golden State Warriors

While B2B Customer Success as a concept started in subscription based companies like SaaS and software, there's a lot to learn from sports teams like the Golden State Warriors.
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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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Big Data Analytics and how they help Customer Success

5 types of Big Data Analytics and how they help Customer Success

Predictive analytics and data science are hot right now. Well 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 innovation and transformation initiatives today, as it was then.
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