Can you continuously increase value to cloud software subscribers? Implement these 7 steps to boost renewals and slash churn.

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7 Steps to Keep
Cloud Software
Subscribers
Forever
SoftwareSalesSchool.com

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Can You Continuously
Increase Value to Cloud
Software Subscribers?
Implement these 7 Steps to boost
renewals and slash churn.

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7 Steps to
Keep Cloud
Software
Subscribers
Forever

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Drive Customers to
100% Completion at
Each Step to Achieve
Business Value
Caution customers that incomplete steps
delay their value realization.

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Here are PARTIAL
Metrics at Each Stage
for Illustration…

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1. BUY
Customer
implements
success
dashboard
for your
solution.
Publish
Achievement
Metrics for
Your Tools at
Each Step
Openly state expected outcomes.

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2. TRAIN
Customer
understands
your
solution.
% Users
Trained on
Your Tools
Show new direction as positive action.

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3. DEPLOY
Customer
can access
your
solution.
# Days
Until Your
Tools
Available
for Users

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4. ADOPT
Spotlight
customers
working with
your solution.
% Users
Using Your
Tools in Work
Process

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5. USE
Highlight
work
produced
with your
solution.
% Work
Completed
with Your
Tools
Document customer productivity.

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6. RETAIN
Emphasize
customer has
dropped old
solutions.
% Users
Phased Out
Legacy Tools
Question what's causing delays.

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7. RENEW
Publicize
customer value
generated with
your solution.
% Projected
ROI Realized
with Your
Tools
Above 100%
ROI, renewal is
AUTOMATIC.
Reinforce strategic achievements.

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Here is an EXAMPLE
Customer Success
Dashboard…

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CUSTOMER
SUCCESS
DASHBOARD
0%
20%
40%
60%
80%
100%
% Users
Trained
% System
Availability
% Tools
Used
% Work
Produced
% Legacy
Phased Out
% Achieved
ROI
* EXAMPLE * Driving 100% Customer Renewals
Target Actual
Drive customers to
achieve each staged
metric to reduce
churn to ZERO

15. Learn to Elevate
Your Customer
Conversations in
B2B Software Sales
SoftwareSalesSchool.com
Gregg Nichols
Chief Sales Strategist