A Better Way to
Manage Existing Customers

Use a Data-Driven Approach to
Maximize Customer Lifetime Value
Increase Sales and Channel Productivity

3 Capabilities to Grow Revenue
from Existing Customers

Timely and Actionable Information
Customer Predictive Analytics
Workflow-Enabled Execution Playbook

Take Action

Right Data Right Time Right People

Timely and Actionable
Information


Consolidate information from multiple sources into a Complete Customer View to provide one version of the truth.

Set Triggers for revenue-impacting events such as refresh dates and utilization thresholds.

Push Notifications at the right time to sales, channels and customers to take action on revenue impacting events.

Complete Customer View to Take Action

New Business

Customer roadmaps, budgets, deal registrations, opportunities, quotes, discounts

Account Situation

Expansion status, share of wallet, competitive landscape, account resources, business issues

Installed Base

Installed products, subscriptions, support contracts, product status and usage, whitespace potential

Agreements and Catalogs

Product catalogs, volume discounts, rebates, business terms, non-standard exceptions

Direct Orders

Order status, deliveries, receipts, returns, progress milestones, invoices, credits, payments

Channel Activities

Point-of-sale (POS), channel inventory, market development funds, channel incentives, channel deals

Plan Roadmap

To Maximum Customer Lifetime Value

Customer Predictive
Analytics


Predict Opportunities
with potential to generate future revenue based on product usage patterns.

Enable collaboration with customers on their Plans, Roadmaps and Budgets.

Estimate future Customer Lifetime Value by quantifying expected revenue and conversion rates.

12 Interactions To Maximize Customer Lifetime Value


Performance Upgrade

Upgrade installed product for higher performance/capabilities

Next Generation

Introduce next-generation of installed products

End-of-Sale Last Buy

Offer last purchase opportunity before End-of-Sale

End-of-Life Refresh

Refresh installed products prior to End-of-Life

Up-Sell Category

Up-sell product category different from installed products

Cross-Sell Acquisition/Alliance

Cross-sell product category originating from acquisitions or alliances

Warranty Conversion

Convert warranty to extended support/maintenance contracts

Service Renewal

Renew support and subscription services contracts

Expansion

Expand product adoption as part of land-and-expand strategy

Add-on

Add incremental products attached to installed products

Usage/Outcome

Add increased capacity or refill consumables based on actual usage

Accessory

Add complementary products related to installed products

Synchronize Execution

Across Sales, Channels and Customers

WorkFlow-Enabled
Execution Playbook


Map account plans and Plan resources based on projected Customer Lifetime Value.

Drive execution and Track progress with closed-loop monitoring.

Improve productivity by measuring and assessing revenue and cost drivers.

5 Steps To Synchronize Execution


Map

Map customer lifecycle to quantify potential Customer Lifetime Value

Plan

Plan sales and channel resources to align to customer potential

Drive

Drive sales and channel execution to capture customer value

Track

Track status across point-of-sale, direct orders and installed base records

Improve

Improve results by evaluating conversion metrics with closed-loop feedback

Higher Yields Higher Operating Income

Manage Existing Customers as High-Yield Assets

Improve Yields

* Results of our research on the impact of a change in Customer Yields on Operating Income.
Research is based on publicly available information on cohort of High Tech companies with average annual revenue of $500M.

How does an increase in Customer Yields impact your company’s Operating Income?

Estimate Your Customer Yield Impact

Discover the Full Revenue Potential
of Your Existing Customers

Start with a Value-based Assessment

Predict Customer Lifetime Value
Measure sales and channel productivity
Evaluate customer and channel data visibility

Your Application To Grow Revenue
From Existing Customers


Introducing The World’s First Application for
Integrated Account and Channel Management