Subscription and XaaS offers are clearly powering the growth of the technology industry (and even other industries). The best way to achieve profitable growth in Subscription models is by driving more revenue from your existing customers, and aggressively migrating them to your subscription and hybrid offers. The strategy, methods and tactics required to grow existing customers in subscription models are very different than the ones required under the traditional transactional approach to selling technology. You’ll need to have a plan to migrate your customers to your new offerings, and grow them once they get there.
The following piece is a collaboration between John Thackston of SOAR Performance Group and Tony Smart, Head of Services and Strategic Advisory at Gainsight.
While spending time with c-level executives across a broad range of companies over the past two months, three truths have become abundantly clear:
- Everyone has re-written their forecasted plan for the year.
- A huge majority are reducing their planned net new business sales, in some cases by as much as 80-90%.
- The majority of planned growth is now expected to come from the existing customer base.
With these three truths in mind, executives are also coming to a stark realization.
Senior executives from the community shared insights and perspectives on the role of their customer success organization as a growth engine and growth accelerator. Hosts for the meeting were the Atlanta and Chicago chapters of the Sales Leadership Community. Special thanks to Georgia State University, DePaul University and SOAR Performance Group.
Meeting on April 17th at Georgia State University; Senior sales executives to share insights and perspectives on the role of their customer success organization as a growth engine and growth accelerator
Atlanta, GA – The Atlanta Sales Leadership Community will meet on Friday, April 17th at Georgia State University. The meeting will include networking, a panel discussion, and open question and answer time. During the discussion, senior sales executives will talk about customer success within their companies and how their companies are leveraging customer success as a growth engine and growth accelerator. You will leave the meeting with approaches you can use to deliver more customer value and increase revenues.
The April 17 virtual meeting of the Atlanta Sales Leadership Community was a huge success!
The topic for the meeting was “Customer Success as a Growth Engine and Growth Accelerator”. Senior executives from the community shared insights and perspectives on the role of their customer success organization as a growth engine and growth accelerator. The meeting provided ideas, approaches, and actions to help sales people ascend to new heights of sales performance. Hosts for the meeting include Georgia State University and SOAR Performance Group.
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