Comments
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One quick add to Anne's comments. Providing leads to partners needs to be a proactive motion, and the tighter you can tie into their systems and processes (CRM) the better. Don't expect partners to look for the leads on their own. One really good strategy for segmenting and distributing the leads is to sort by vertical.…
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As I said on the webinar, you can't just put your new customers on the XaaS offering and keep existing customers on the legacy offer. That's a losing formula. Remember your competitors are trying to sell their XaaS offers to your customers, with an emphasis on simplicity/features/cost of ownership, etc. You have to be able…
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Hi, Keith. Anne did such a great job of answering, but I wanted to follow up. Capabilities are the people. processes and technology required to get something done. So it's DEFINITELY not just offer training or product training. It's enabling the partner to know not just how, but WHEN and WHY to sell your offering. Hope…
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Alex - There are a few other things you should be thinking about as you try to grow revenue without adding costs. Some of these include: Taking sales leads as part of services interactions (+10% growth rate per account) Leverage data and analytics to find upsell opportunities (+5-8% per account) Offload upsell…
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Alex, let me post your question to Martin Dove, our head of Subscription Sales research. He may have some insight for you. Steve
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Hi, @Courtney Ellis! We're actually running a poll on this, and I think it would be supremely useful if people would fill it out. We can get some solid answers on this for you. https://www.surveygizmo.com/s3/5568952/TSIA-Rapid-Research-Response-Renewals-Impact Steve