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Loyal Customers Feed the Funnel: The Math Goes a Long Way

By | 2018-03-12T18:00:22+00:00 November 1st, 2017|Assurance Services|

Once upon a time, in the world of perpetual licenses and revenue streams coming predominantly from new logo acquisitions, pipelines looked like this: In today’s subscription economy, existing customers represent 70+% of total ARR, and have a significant effect on revenue – both recurring and new. Consider the math. In the calculations below, COMPANY has an Existing ARR (EARR) of $0 and generates $1,000,000 in New ARR (NARR) in Year 1. NARR grows at a [...]

Monetizing Customer Success

By | 2018-03-20T00:42:30+00:00 March 22nd, 2017|Assurance Services|

Agile Customer Success Management is a profit center. It is NOT customer support with a twist. It is NOT account management in the traditional sense. It IS an opportunity to fully engage your customers in getting the most out of your solution. If you believe that your solution will help your customers generate revenue, increase margins, and/or eliminate (or minimize) risks in some way, then it’s incumbent upon you to facilitate this realization for them. [...]