3 Findings that Can Get Your Customer Revenue Back on the Path to Growth [Infographic]
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New disruptive business models are impacting how companies must strive to deliver ongoing value and drive growth from existing customers so as not to fall behind the competition. To explore how global B2B companies are tackling this challenge, ServiceSource recently conducted a benchmarking study looking at the relative maturity level with which these companies approach the management of customer success and revenue-growth related activities. The study found a direct correlation between Revenue Lifecycle maturity and top-line growth. This infographic illustrates this and other findings from the study, including: - Data and technology are the two strongest drivers of Revenue Lifecycle maturity - Lagging companies focus heavily on the transactional phases of the lifecycle such as renewals and upsells, while leading companies have more holistic approaches in addressing the entire lifecycle - Leading companies show a culture of innovation and ability to rapidly identify and solve for the challenges inherent in the Revenue Lifecycle
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Research shows that best-in-class customer success organizations achieve 95% customer retention rates. Is your customer success team falling short of this benchmark? Looking for new ways to significantly improve the performance of your customer success team? Join us to learn how to apply the right coverage with customer segmentation and playbooks, leverage success plans and health scorecards to focus reps, and track the right KPIs to monitor results and implement improvement.
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Industry leaders, Zuora and Totango, present which metrics truly give an accurate picture of the health of your subscription business. Which metrics should you calculate and optimize on - ARR, GEI, CRC or other ratios?
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Visit totango.com to view the entire webinar and hear their insightful commentary that accompanies these slides and Q&A.
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The key findings from the document are:
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2) The steps that have the greatest impact on CRM success are human-oriented steps like change management and process change, not big ticket technology items.
3) Some CRM success drivers are consistent across situations, while others vary depending on geography, company size and scope, and other influencers. Change management and process change always contribute strongly to success.
Ibm crm
The key findings from the document are:
1) Companies are looking to CRM to improve performance and grow business, but CRM success can be improved significantly from less than 15% to over 70% by focusing on key steps.
2) The steps with the greatest impact on CRM success are human-oriented steps like change management and process change, not big ticket technology items.
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The survey results show that:
- The median revenue growth achieved by survey respondents in 2014 was 44%, while the median projected growth for 2015 is 46%.
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Many mid-sized companies are still struggling with growth after the recession. Finance executives recognize the need to increase investment across areas like technology, facilities, staffing, and marketing to fuel growth. However, over half of executives say their companies are not doing any better than a year ago. To support this increased investment, many companies will need to seek funding from commercial lenders beyond their own operating cash flows and reserves. The document suggests that lenders can help these mid-sized clients by understanding their unique business challenges, providing customized funding solutions, and assisting with regulatory requirements to help companies achieve their growth ambitions.
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Recurring revenue is estimated to be a $600 billion market, and it’s no surprise that when implemented correctly, recurring revenue streams can drive profitability and growth. But between the disparate data, timing pressures and competitive risk, successfully managing a renewals business can be tough. In this webinar, ServiceSource and IDC share their insights about what’s at stake and how to ensure a successful recurring revenue strategy.
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