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Webinar - Why Renew? Boosting Renewals and Up / Cross Sell with Realized ROI

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If you are in technology sales, especially with a legacy solution provider, you know the struggle. Over 70% of established technology providers are now facing flat or declining product revenues, this according to the latest research from the Technology Services Industry Association (TSIA).

Purchasing has moved from IT to the business, who only control the budget for their functional areas rather than the enterprise. Price wars and discounting reign. As a result, product revenues have dropped 20% over the past 4 years.

As a Cloud / SaaS / Technology provider, you need to be able to effectively drive renewals and up / cross market and sell to achieve revenue growth success.

This webcast can help you learn more about this research and how to effectively implement Expand Selling.

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Webinar - Why Renew? Boosting Renewals and Up / Cross Sell with Realized ROI

  1. 1. Copyright © 2001-2018 Alinean, Inc.Copyright © 2001-2018 Alinean, Inc. Boost Renewals & Up/Cross Sell w/ Realized ROI 1 Dan Sixsmith, Value Consultant dsixsmith@alinean.com http://www.alinean.com @AlineanROI Tom Pisello, CEO / Founder tom@alinean.com
  2. 2. Copyright © 2001-2018 Alinean, Inc. How is Cloud / As-a-Service Currently Underperforming? 2 15 % Customer churn rate for over 50% of current SaaS / Cloud providers (Pacific Crest) 15 % Additional annual contract value left on the table each year by not effectively up-selling / cross-selling to existing accounts (Pacific Crest) 70 % Of established tech providers are experiencing flat or declining product revenues = 20% over the past 4 years (TSIA)
  3. 3. Copyright © 2001-2018 Alinean, Inc. Are Existing Customers the Secret to Cloud / SaaS Success? 3 80% of future revenue will come from 20% of your current subscribers (Gartner / CMO) $1.13 $ 0.13 New Customer Existing Customer Cost to acquire new vs. retain existing (Pacific Crest 2016) 10 x Probability of selling to new prospect vs. an existing customer (MarketingMetrics) 5 % to 20 % 60 % to 70 %
  4. 4. Copyright © 2001-2018 Alinean, Inc. Impact: Focus on New Customers versus Existing Customers + Retention? 4 Fatal rate <5 % >20 % Top performers TSIA Customer Churn Rate In nearly all market segments, the fastest growing companies are “the ones who drive the largest percentage of their revenue from their existing customer base”.
  5. 5. Copyright © 2001-2018 Alinean, Inc. Is Realized ROI the Answer? 5 Adoption Usage Realized Value? Prove Realized ROI Key Performance Indicators (KPIs) Financial Impact of KPI Changes Business Value vs. Investment Evolve Customer Success from Usage to Realized ROI Before vs. After Solution
  6. 6. Copyright © 2001-2018 Alinean, Inc. How do you Calculate Realized ROI? 6 KPI: Calls to Service Desk per Year Before Solution After Solution Financial Impact: Cost per Call Business Value Impact Eg. Support Call Savings from Self Service 1,000 500 $24 $24 $24,000 $12,000 $12,000 Investment $ 5,000 Realized ROI 140%
  7. 7. Copyright © 2001-2018 Alinean, Inc. Realized ROI Example? 7
  8. 8. Copyright © 2001-2018 Alinean, Inc. How did Splunk do with their Alinean powered BVC / Realized ROI Program? 8As reported over 1 year ago
  9. 9. Copyright © 2001-2018 Alinean, Inc. Ideas Exploration Evaluation Selection Renewal Why Change? Why Now? Why You? Why Renew? Business Value and the Buyer’s Journey 9 Land and Expand Assure Continued Revenue
  10. 10. Copyright © 2001-2018 Alinean, Inc.Copyright © 2001-2018 Alinean, Inc. Boost Renewals & Up/Cross Sell w/ Realized ROI 10 Dan Sixsmith, Value Consultant dsixsmith@alinean.com http://www.alinean.com @AlineanROI Tom Pisello, CEO / Founder tom@alinean.com

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