Channel Management Success Drivers: Get to Know Your Channel

Channel Management Success Drivers: Get to Know Your Channel

If you’re an Original Equipment Manufacturer (OEM), channel partners play an invaluable role by extending global sales reach and providing access to new markets. Over 68% of North America technology companies’ revenue is sold through the channel (outside North America, it’s well in excess of 80%), so it’s a must [Read More]

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Staying the Course: 5 Reasons for Renewing

Staying the Course: 5 Reasons for Renewing

My insurance broker contacted me the other day. It’s nearing renewal time, and she wants to meet to review my coverage. I’m perfectly happy with my coverage and simply want to renew without taking the time to meet in person. She wants an opportunity to sell me more. It is [Read More]

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Winning Strategies for Cross-Selling and Upselling at Renewal

Winning Strategies for Cross-Selling and Upselling at Renewal

Cross-selling and upselling seems like it should be an easy source of revenue since you’ve already tackled the feat of an initial sale. Yet to uncover into these opportunities you need to truly understand your customer, their needs and environment. The time of renewal presents you with a prime opportunity [Read More]

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The Customer Health Score – Valuable Strategy or Missed Opportunity?

The Customer Health Score – Valuable Strategy or Missed Opportunity?

Assigning a health score to customers can be a valuable business strategy– helping you find customers that are likely to churn or that are good candidates for an upsell. But when it comes to health scores, the big question is: how good is the health score at predicting customer behavior? [Read More]

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Realities of Renewals: Finding the Necessary Resources

Realities of Renewals: Finding the Necessary Resources

Increasing your recurring revenues sounds like a great business objective – but as with any other major business initiative, it requires an investment of time and resources. Reallocating the necessary resource is the first major hurdle in any renewals transformation. My last blog was about the first of five keys [Read More]

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Five Best Practices to Create Customers for Life

Five Best Practices to Create Customers for Life

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 [Read More]

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Tracking Customer Success: Don’t Lose Track of Time

Tracking Customer Success: Don’t Lose Track of Time

I wouldn’t call myself a gym rat (I typically consider hitting the gym 2-3 times a week a success), but amid a crazy work schedule, family in town and other distractions, I found that in the recent months, I haven’t been sticking to my regular routine – or any routine [Read More]

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Realities of Renewals: First Understand the Culture

Realities of Renewals: First Understand the Culture

When starting out to help a business transform its renewals culture, we carefully gather all existing data about revenues, opportunities, resources, etc. The most difficult thing to measure may be the most important in terms of the success – the business culture. Misaligned culture can show up in many ways, [Read More]

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Show Me the Money: 2 Ways the Internet of Things Will Unlock Your Customer’s Revenue Potential

Show Me the Money: 2 Ways the Internet of Things Will Unlock Your Customer’s Revenue Potential

Over the past few years, there’s been a lot of hype about the Internet of Things (IoT) and its massive potential to change how we live, work and conduct business. From wearable devices to smart appliances that share information via sensors, it seems every company is embarking on a bold [Read More]

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Realities of Renewals: Five Keys to Business Transformation

Realities of Renewals: Five Keys to Business Transformation

Once an afterthought on the balance sheet, recurring revenues are gaining new respect and attention in the business world. Many companies are adopting subscription-based offerings alongside traditional sales models. Some are moving completely to a subscription model. And many sense that their existing renewals business is underperforming, leaving revenues untapped. [Read More]

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