Subscription renewals are essential to the financial health of your cloud company. After landing the initial subscription sale, you must continue to be proactive in driving customer adoption to secure the renewal and minimize churn. To do this, many SaaS companies are investing in customer success organizations to ensure subscription renewals and create fertile ground for customer revenue expansion activities. TSIA has developed a step-by-step framework for cloud companies to use as a guide for establishing and driving customer success. Here’s a sampling of three of the key steps to help you get started down the right path.
Looking to accelerate revenue growth with your existing customers through cost efficient selling models and motions? At TSIA, we refer to this as “Expand Selling,” and you will have the opportunity to explore this emerging concept at our upcoming conference, TSW 2015 Best Practices, May 4-6. Join us for several hosted sessions, including the Expand Selling Power Hour, where TSW attendees will get a first-hand look at TSIA’s research and insights on Expand Selling, as well as emerging experiences from TSIA member companies.
One of TSIA’s primary goals is to help technology services organizations continue to effectively run their services businesses, while adapting to the changes that are necessary to survive and thrive in the future. This year, we’ve identified three key organizational capabilities education services should be leveraging to stay ahead of industry trends. (Tweet this!)
A common question I receive from TSIA member companies is, “What consumption metrics are people measuring?” While I could give generic examples, they likely won’t apply to every individual case. Here are a few ways the emerging new area of consumption analytics can help you identify the right metrics you should be tracking in order to receive the most valuable insights into your operation.
Topics: consumption analytics
TSIA's 10th annual Global Technology Survey is now open! This survey will measure the adoption, satisfaction, and planned spending of tools and services used by customer support, professional services, education services, managed services, and field services. Participation is open to all, and everyone who takes part in the survey will receive a free copy of "The 2015 TSIA Heatmap." Don't delay, survey ends on March 31!
Topics: social technologies
Topics: STAR Awards
For companies operating on a subscription-based business model, there’s an immense amount of pressure to keep customers engaged enough to renew their contracts. Customers today are expecting to receive even more value for their dollar, so how do we as an industry show them the value we can provide? While no one knows your product or service better than you do, you should get to know your customers just as well, and that’s where building customer success capabilities within your organization can help.
Executive director of TSIA, Thomas Lah, will be speaking at Totango’s Customer Success Summit 2015, which will take place March 23-24 in San Francisco. Don’t miss his keynote presentation, “Seven Steps to Customer Success at Scale,” where he will reveal the secret to building a thriving customer success capability within your organization.
Topics: customer success
With the advent of social sharing, the world has become a very public place, putting professional organizations under the microscope more than ever before. The Internet never forgets, and it’s crucial to not only monitor what is being said about your company, but also to be vigilant about the message you convey to the public.
Copyright 2015 by TSIA. All rights reserved. Reproduction in whole or in part without permission is prohibited. Inside Technology Services is an editorial blog published by TSIA, with contributing authors submitting regular editorial content. Opinions expressed by contributors are not necessarily those of TSIA. Although carefully verified, data are not guaranteed as to accuracy or completeness. TSIA cannot be held responsible for any direct or incidental loss by applying any of the information in this publication. The third-party trademarks appearing within are the property of their respective owners. All other trademarks appearing herein are the property of TSIA or its affiliates.