Sales

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

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 [...]

By | 2018-03-12T18:00:22+00:00 November 1st, 2017|Assurance Services|0 Comments

Internal Knowledge Transfer: Handoff

https://embed.vidyard.com/share/NGZj8SbW3v8AhHDVWdtEKc WHY IS KNOWLEDGE TRANSFER IMPORTANT? At the heart of every subscription-based business is the loyalty of the customer. Loyalty doesn’t simply happen at every renewal opportunity. It’s built over time and through meaningful customer experiences. The very first of those customer experiences happens with the sales team. While customers may be excited to get through the sales process and want to start using your platform quickly, they also don’t want to keep repeating [...]

By | 2018-03-12T18:05:07+00:00 October 10th, 2017|Customer Success, Customer Success Best Practices|0 Comments

Customer Success & Sales Team Communication

Talk with Tim Got questions about Customer Success? Ask Tim. Tim Conder is Vice President of Customer Success here at Bolstra, and has a wealth of knowledge he’s chomping at the bit to share. Ask him anything about how to get from your current state to an organization with best practices geared specifically toward helping YOUR team get YOUR customers to reach THEIR goals. Tweet #TalkwithTim or click here to submit your question. [bctt tweet="#TalkwithTim " via="no"] [...]

By | 2017-04-18T18:43:16+00:00 November 3rd, 2016|#TalkwithTim, News|0 Comments

Customer Success & Sales Team Communication

Talk with Tim Got questions about Customer Success? Ask Tim. Tim Conder is Vice President of Customer Success here at Bolstra, and has a wealth of knowledge he’s chomping at the bit to share. Ask him anything about how to get from your current state to an organization with best practices geared specifically toward helping YOUR team get YOUR customers to reach THEIR goals. Tweet #TalkwithTim or click here to submit your question. [bctt tweet="#TalkwithTim " via="no"] [...]

By | 2016-11-03T19:56:05+00:00 November 3rd, 2016|Customer Success, Customer Success Best Practices|0 Comments