Revenue Retention

Article
A Market-Driven Approach to Growth
Since its inception in the late 1960s, Veda became the authoritative credit-reference provider for Australia and New Zealand, enjoying an estimated 85 percent market share by 2010. If you’re familiar with FICO, Experian, Transunion or Equifax, you have a good idea of Veda’s business. Initially, Veda was a consumer credit bureau business,...
Since its inception in the late 1960s, Veda became the authoritative credit-reference provider for Australia and New Zealand, enjoying an estimated 85 percent market share by 2010. If you’re familiar with FICO, Experian, Transunion or Equifax, you have a good idea of Veda’s business. Initially, Veda was a consumer credit bureau business,...
Blog
Boost Enterprise Sales With Leads From Product Trials
A majority of SaaS companies that I have built products for have brought their products to market with a sales-led, go-to-market motion. The sales reps would source new customers through outbound efforts and engaging their professional network. This method was great when we were trying to find product-market fit, as the sales reps were close to the customers and we had easy access to interview the customers we engaged with. 
A majority of SaaS companies that I have built products for have brought their products to market with a sales-led, go-to-market motion. The sales reps would source new customers through outbound efforts and engaging their professional network. This method was great when we were trying to find product-market fit, as the sales reps were close to the customers and we had easy access to interview the customers we engaged with. 
Blog
3 Kinds of Customer Churn and Why You Should Become Familiar With Them
A cloud security vendor was losing customers, and wasn’t sure why. They came to us and requested a series of buyer interviews to try to figure out what was driving their high rate of customer churn. When we started talking to their customers, we realized that the signs of their unhappiness had been loud and clear for a while.
A cloud security vendor was losing customers, and wasn’t sure why. They came to us and requested a series of buyer interviews to try to figure out what was driving their high rate of customer churn. When we started talking to their customers, we realized that the signs of their unhappiness had been loud and clear for a while.
Article
Delivering Differentiated Customer Value
When leading companies combine organizational alignment with an ability to evolve with the market, they greatly improve their odds of remaining competitive.
When leading companies combine organizational alignment with an ability to evolve with the market, they greatly improve their odds of remaining competitive.
Article
Ask the Experts: How can I measure sales enablement, public launches and customer happiness?
                    Ideally, you want to tie everything you do back to its impact on one of the following three business goals: profitable revenue growth, customer retention, and awareness and perceptions. But it can be challenging to find direct links from specific marketing activities...
                    Ideally, you want to tie everything you do back to its impact on one of the following three business goals: profitable revenue growth, customer retention, and awareness and perceptions. But it can be challenging to find direct links from specific marketing activities...
Article
Creating and Managing a Successful Customer Advisory Board Program
A customer advisory board (CAB) is the ideal method for validating corporate strategies, gathering input to product development, and deepening relationships with key customers.
A customer advisory board (CAB) is the ideal method for validating corporate strategies, gathering input to product development, and deepening relationships with key customers.
Article
Hug Your Haters: How to Embrace Complaints and Keep Your Customers
Recently I partnered with the highly respected attitude collection group Edison Research to take a close look at the current state of hate. We discussed customer service-expectations and outcomes with more than 2,000 American consumers who have complained about a company in the previous 12 months, with the study participants representing...
Recently I partnered with the highly respected attitude collection group Edison Research to take a close look at the current state of hate. We discussed customer service-expectations and outcomes with more than 2,000 American consumers who have complained about a company in the previous 12 months, with the study participants representing...
Article
Difficult Customer Conversations
No one sets out to create an angry customer, but there’s a good chance it will happen. Mismatched expectations are at the root of customer conflict.
No one sets out to create an angry customer, but there’s a good chance it will happen. Mismatched expectations are at the root of customer conflict.
Article
How to Turn a Screwup into Customer Loyalty
Seven best practices for service recovery
Seven best practices for service recovery
Article
20 Ways to Improve Customer Communications
Turn understanding the customer into a competitive advantage.
Turn understanding the customer into a competitive advantage.
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