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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What Customers Need to Know about Supplier Business Models

What Customers Need to Know about Supplier Business Models

What happens if you’re unhappy with a purchase decision you’ve made? In the traditional world, where you own the purchase outright, you have to deal with the consequences. In other words, you absorb all the risk when you make the purchase. With the shift towards subscription models, the situation changes [Read More]

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Strategies for Motivating Channel Renewals

Strategies for Motivating Channel Renewals

Did you know that on average, renewal rates are 12% lower in the channel versus direct? (Source: White House Office of Consumer Affairs.) When your channel is responsible for selling renewals, optimising renewal rates presents its own very special challenges. Specifically – how do you motivate channel partners to take [Read More]

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In the subscription economy, 100% of profits come from existing customers

In the subscription economy, 100% of profits come from existing customers

For the vast majority of recurring revenue businesses, existing customers don’t just fuel growth—they represent all of the businesses’ profits. Take the average customer relationship in the SaaS market: it takes 3.14 years to reach profitability, which for a $12,000/year subscription would mean $37,680 to hit breakeven. That means a [Read More]

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How to Beat Growth Targets Using Customer Lifecycle Management

How to Beat Growth Targets Using Customer Lifecycle Management

In a previous post on customer lifecycle management, we covered the first stages from acquisition through delivery. Looking at the next stages, did you know that it’s 81% less expensive to upsell to an existing customer than it is to acquire a new customer? [Source: 2013 Pacific Crest SaaS Survey.] [Read More]

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Decisions, Decisions: The Life of a Subscription Customer

Decisions, Decisions: The Life of a Subscription Customer

While we may think of ourselves as savvy shoppers and informed purchasers, few of us are expert subscribers. And as it turns out, those skills may be more important in the years to come. With many products and services moving to ongoing subscription and renewal models, our roles as customers [Read More]

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Beyond the Recurring Revenue Economy: Flex Your Data

Beyond the Recurring Revenue Economy: Flex Your Data

Understanding that you need to change is one thing. Finding the courage or will to change is another. When it comes to making changes to your business model, data may be a likely soure of courage. The previous blog in this series explores the importance of being flexible when it [Read More]

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The New Realities of Being a Customer in the Subscription Economy

The New Realities of Being a Customer in the Subscription Economy

The way we purchase goods is undergoing a gradual but seismic shift, as we increasingly choose not to purchase goods outright but to lease or share them, or subscribe to services that replace ownership. These changes affect each and every one of us in our roles as customers. In your [Read More]

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Paying it Forward with your Customers: 3 Steps to Selling Value

Paying it Forward with your Customers: 3 Steps to Selling Value

All too often, customer/vendor relationships are anchored around two milestones in the customer lifecycle: the initial sale and renewal sale. Typically, these two points in time experience the greatest, if not only, customer outreach and engagement. With the rise of the Cloud and Subscription Economy, it’s easier than ever for [Read More]

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Tracking Customer Success: Beware of Aggregation

Tracking Customer Success: Beware of Aggregation

Imagine that you have a family cell phone plan with four phones on it. Your latest monthly bill is $200 higher than the previous month. The first thing you want to know is why the bill is higher this month. Did you exceed your data allotment? Did someone download a [Read More]

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