Upload
servicesource
View
302
Download
0
Embed Size (px)
Citation preview
The Revenue Lifecycle helps businesses to retain and grow revenue from existing customers as they develop
higher maturity.
ServiceSource conducted a survey on the relative maturity levels of global B2B
Opportunistic Emerging Disciplined Optimized Strategic
Survey Not Segmented by Business Unit or Customer Segment
25 GLOBAL B2B COMPANIES Including 10 of the Top 15 Global Software Companies
Representing $130 billion of global software revenue
The Path to GrowthTHROUGH REVENUE LIFECYCLE MATURITYThe key to finding higher recurring revenue and better customer retention is
engaging the right way with your customers from beginning to end — and beyond.
$
Including $10 billion of global SaaS revenue
(Lower Renewal Rates) (Higher Renewal Rates)
HOW MATURE ARE THESE COMPANIES?
in customer renewal
rate between the
most mature and
least mature
companies
TECHNOLOGY
Revenue Lifecycle Maturity is positively correlated with Renewal Rate.
The two strongest drivers for overall Revenue Lifecycle Maturity.
25
22
0 50 75 100
Level 1
OPPORTUNISTIC
Level 2
EMERGING
Level 3
DISCIPLINED
Level 4
OPTIMIZED
Level 5
STRATEGIC
Lagging Company Average Leading Company
98%
Opportunistic Emerging Disciplined Optimized Strategic
67%74%
90%82%
DATA
31 POINT DELTA
in customer renewal
rate for every step
up in maturity level
7.9 POINT GAIN
61 72
THE 3 KEYS TO INCREASED REVENUE AND RETENTION
size of your customer base or experience managing recurring revenue.
1. Look at the entire Revenue Lifecycle picture
Lagging companies focused mostly on selling
activities:
While leading companies addressed both selling
activities and Customer Success activities:
• RENEWALS
• UPSELL
• ONBOARDING
• ADOPTION
2. Go beyond people and processes
But to drive Revenue Maturity advancement, these
must be enabled by:
3. Experiment, innovate and embrace change
100% of leading companies have injected a culture
of innovation into their approach, allowing for rapid,
iterative evolution.
These companies also leverage the world’s most
up-to-date data management and analytics to drive
business improvements and decisions in real-time.
• PEOPLE
• PROCESS
• KPIs
• DATA
• TECHNOLOGY
$