Exploring the Importance of Customer Lifetime Value

Totango

In today’s customer-centered economy, focusing on short-term customers is an outdated business model. Instead, enterprises must nurture every customer relationship to increase retention and customer lifetime value (CLV). . Listen to Customers.

How to Calculate Customer Lifetime Value

Totango

To succeed as a subscription or recurring revenue enterprise, you need to adopt a customer-centered approach. Instead of focusing just on the acquisition of new business, you have to prioritize retaining and nurturing existing customers. Calculating Customer Lifetime Value.

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The Benefits of Customer Lifetime Value: Why It Matters

Totango

They focus on the big picture: customer lifetime value. If you want your business to last, you need to prioritize customer lifetime value, too. To succeed in today’s customer-centered economy, you can’t simply focus on attracting new customers.

The Benefits of Customer Lifetime Value: Why It Matters

Totango

They focus on the big picture: customer lifetime value. If you want your business to last, you need to prioritize customer lifetime value, too. To succeed in today’s customer-centered economy, you can’t simply focus on attracting new customers.

To Boost Your Customer Lifetime Value, Make This 1 Critical Investment

OpenView Labs

For a business to be profitable, it must offset its business costs with the lifetime value of its customers. While multiple factors inform a customer’s lifetime value (CLV) , none of them are quite as essential as customer success.

Customer Success and Sales: How They Work Together

Totango

What’s better for your business to focus on: customer success or sales? Customer success is the practice of cultivating deep and lasting relationships with your customers, which can unlock lasting customer lifetime value for your business.

Proven SaaS Customer Success Best Practices to Increase Lifetime Value

Totango

The digital transformation of business has led to an explosion of demand for SaaS products, but the low barrier to entry and the fluidity it has afforded customers has created immense competitive pressures. SaaS Customer Success Best Practices That Work. Achieve first value.

Solving the number-one blind spot in customer success

SaaStr

The promise at the heart of the SaaS business model has always been that by sacrificing relatively large one-time payments, you’d maximize revenue over the long-term lifetime of the customer. In four letters, the promise of the SaaS model is CLTV (Customer Lifetime Value). But baked into that promise is a catch: your revenue needs to actually recur in order to make servicing and supporting your customers worthwhile. The Customer Success Paradox.

Customer Success vs Account Management: Understanding What Each Team Does

Totango

Customer success and account management share common goals: Building customer loyalty and driving growth. Still, considering customer success vs account management reveals some insight into the contributions of both roles. Keeping Customer Goals in Mind.

Customer Success and ROI: How to Improve Revenue

Totango

The digitization of business has shifted the way customer value is achieved and how investments generate returns. In this customer-centered economy , you need to provide customers with a responsive, personalized service that is focused on their needs. Customer Experience.

Why Customer Success is Important in the Modern Age

Totango

The old sales idea of courting and closing a customer in a single effort and considering their value “bagged” from a one-off transaction is as antiquated as dial-up modems. This is why customer success is critical now. The Role of Customer Success Teams.

Customer Success vs Account Management: Understanding What Each Team Does

Totango

Customer success and account management share common goals: Building customer loyalty and driving growth. Still, considering customer success vs account management reveals some insight into the contributions of both roles. Keeping Customer Goals in Mind.

Customer Success and ROI: How to Track Revenue

Totango

The digitization of business has shifted the way customer value is achieved and how investments generate returns. In this customer-centered economy , you need to provide customers with a responsive, personalized service that is focused on their needs. Customer Experience.

Proactive Customer Success Strategies that will get You Ahead of the Game

Totango

Proactive customer success means focusing on what is going to happen next. It is about making things better, taking things further, and using your understanding of your customers to prepare them for the next phase of their business growth. Making customers feel valued and heard.

The Most Important Customer Success KPIs You Should Be Tracking

Totango

Customer success initiatives are critical in ensuring your product gives customers the positive outcomes they’re looking for. But how can you tell if your customer success team’s hard work is paying off? Next, look at your customers’ goals.

The Most Important Customer Success Metrics to Track and How to Improve Them

Totango

Customer success metrics are used to discover what kind of customer experience you are really delivering. You can position yourself as a customer-centered business and embrace a company-wide ethos of nurturing customer growth, but you still need to know if the product is having a practical, positive impact on a customer’s daily workflow. The goal of customer success is to generate recurring revenue by creating customer lifetime value.

Stopping Inception Churn: The Prospective Customer Success Review

Kellblog

I think for many sales-aggressive enterprise SaaS startups, a fair amount of churn actually happens at inception. For example, back in 2013, shortly after I joined Host Analytics, I discovered that there were a number of deals that sales had signed with customers that our professional services (PS) team had flat out refused to implement. (Huh?) 100% of those customers failed in implementation and 100% of them churned. Sales may be in optimistic denial.

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20 Customer Success Predictions for 2020

ChurnZero

20 Customer Success Predictions for 2020 . T hat’s why we asked some of the top Customer Success (CS) leaders to share their industry predictions for 2020. Customer results will sell, not features. Vanessa Hannay , Director of Customer Success, Muck Rack .

The Top 5 Product Usage Metrics for Customer Success Teams

Totango

Product usage metrics reveal the relationship your customer has with your product—and provide context for the relationship you should be having with your customer. Keep an eye on these product usage metrics to understand your customers as their needs and goals evolve: Usage frequency.

Customer Success & Finance: Get Aligned!

ChurnZero

This week we hosted a well-attended webinar on – Customer Success & Finance: Get Aligned! Getting a customer to retention and its financial impact. The webinar discussed the process and impact of the renewal from both the Customer Success and Finance point of view.

10 Customer Success Takeaways from INBOUND 2018

ChurnZero

INBOUND is an industry event designed to gather Marketing, Sales, and Customer Success professionals all in one place to learn and get inspired together. Check out our top ten Customer Success takeaways from INBOUND 2018. It pays to have loyal customers.

Time to Value: Customer Success Best Practices to Help Your Customers Grow

Totango

Your customers are working with you because your company’s products and services are valuable The quicker you can deliver that value, the more likely you are to build trust and loyalty with customers. What Time to Value in Customer Success Means.

Top Customer Success Takeaways from Pulse Europe 2018

ChurnZero

For those of you that might not know – this is the premier Customer Success conference in Europe. Customer Success is one of the fastest growing professions in the modern economy. Customer Success is a Top-Down, Company Wide Commitment.

Defining Your Customer Journey From Prospect to Champion with Sage People SVP Kathy Lord (Video + Transcript)

SaaStr

Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. And so it’s 65% more likely to convert a repeat customer than a brand new prospect.

Customer Education: The Secret to Scale in Customer Success

ChurnZero

Earlier this week we hosted a well-attended webinar on – Customer Education: The Secret to Scale in Customer Success. . Topics discussed included: How Customer Education scales a Customer Success team. Head of Customer Education & Training.

Totango Hosts Interactive Lunch for Customer Success Thought Leaders in NYC

Totango

Customer Success for the Enterprise, held on September 18th in NYC was an exciting chance for Customer Success leaders from around the world to exchange their innovative ideas in this ever-changing space. . Four topics stood out from the discussion: enabling customer-centricity, turning insights into action, driving results that last, and deciding to buy a CS solution over building one in-house. Customer-Centricity is Key.

Why You Should Focus on Nurturing the Customer Relationship

Totango

The digital transformation of business has created a customer-centered economy where customers seek short-term commitments and value choice, flexibility, and personalized service. This has irrevocably changed how enterprises need to approach customers.

Customer Retention vs New Customer Acquisition: How Do You Optimize Both?

Totango

Your customer only sees one brand. For them, customer attraction and retention blur together into one ongoing journey. . Knowing these different stages can be powerful for monitoring, servicing, and motivating customers, but it all needs to come from a unified, consistent brand.

How to Gather Customer Insights with CS Software

Totango

Customer Success Management (CS) software helps your enterprise understand what matters to your customers. And what matters most to your customers should matter most to you. It all starts with knowing how to gather customer insights and properly leverage that data. .

The SaaS Metrics Maturity Model

Chaotic Flow

It takes time, commitment and plenty of customers. However, the financial rewards of moving beyond standard SaaS financial metrics to SaaS customer success metrics and ultimately to sophisticated predictive analytics are significant. Customer success focuses on churn reduction.

The 1 Critical Metric You Need To Plan Your Customer Experience Strategy

OpenView Labs

Every day, I talk with CEOs and executives at growing companies about their customer experience strategy. How much should I spend on customer experience and customer support? The short answer: It depends on your Customer Lifetime Value , or CLV.

How Customer Success Can Catalyze Customer-Centric Change

ChurnZero

Customer-centricity is a term that gets bounced around a lot, but what does it really mean? And even more, what can Customer Success teams do to contribute to their organization’s Customer Experience (CX) evolution? It’s all about customer-centricity.

Churn 16

How to Set Up and Optimize Your SaaS Sales Funnel So It Doesn’t Let You Down

Incredo

What just happened is that you entered another SaaS company’s sales funnel. Let’s jump on a free call How to setup your SaaS sales funnel? image source Some SaaS companies tend to overcomplicate their SaaS buyer journey. How to optimize your SaaS sales funnel?

Why You Should Focus on Nurturing the Customer Relationship

Totango

The digital transformation of business has created a customer-centered economy where customers seek short-term commitments and value choice, flexibility, and personalized service. This has irrevocably changed how enterprises need to approach customers.

Top 10 Resources To Help You Manage Your SaaS Sales Like a Genius

Incredo

Do you want to grow your SaaS sales team and improve your processes? maintain healthy atmosphere in your Smarketing team, make smart choices regarding your SaaS sales model, strategy, pricing, . build smoother connections both with your prospects through optimized sales process.

How to Gather Customer Insights with CS Software

Totango

Customer Success (CS) software helps your enterprise understand what matters to your customers. And what matters most to your customers should matter most to you. It all starts with knowing how to gather customer insights and properly leverage that data. .

The Ultimate Guide to Using Customer Testimonials to Boost Sales

Chart Mogul

That doesn’t make brands powerless — customer testimonials are a powerful weapon they have at their disposal. Customer testimonials are like guac on a burrito… They’re essential, not an optional extra. Checking reviews has become a fundamental step in the customer journey.

Why PMs Should Carry a Sales Quota

OpenView Labs

And because it’s your best salesperson, you should assign the team that owns it what you assign every other salesperson—a sales quota. The third is to know—and improve—your product’s time-to-value. The second step in enabling your product to sell is to have a better predictor of a sale.

The only kick-ass guide to sales operations you'll ever need

Close.io

Your sales team isn't meeting its potential. A sales operations team can change that. If you want to make sure your sales team is firing on all cylinders and making as much money for your company as possible, you need sales ops. 7 KPIs & metrics to track for sales ops.

Everything You Need to Know About Account Based Sales [Guide]

Sales Hacker

Account Based Sales (ABS) is hardly a new concept but many business leaders are giving it more than just a second look. There are many factors driving the dramatic shift towards account-based selling: Customer centricity, which is a key tenet of ABS, has become the new mantra.

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