Assurance Services

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

By | 2019-07-30T14:10:09-04:00 November 1st, 2017|Assurance Services|

Consider the traditional sales funnel: In the recurring revenue economy, where existing customers represent 70+% of total Annual Recurring Revenue and have a significant effect on both recurring and new revenue, customer retention has become more important than ever. Let’s look at the math. Year 1 for COMPANY shows the following: They have an Existing Annual Recurring Revenue (EARR) of $0 at the beginning of the year. They generate $1,000,000 in New Annual Recurring Revenue [...]

Monetizing Customer Success

By | 2019-05-09T21:43:34-04:00 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. [...]