Revenue Growth
Profitable and sustainable growth challenges
Discussion List
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As we embark on Longtail Renewal automation (low dollar / high volume) - looking for best practicesMany hardware / software companies struggle w/ the sales motion and GTM around longtail renewals (these are the renewals that are low dollar, but high in volume or number of quotes). It requires a d… -
Do you bundle a flat fee for unlimited training and certification with a "partner company" license?If so, is it just a flat fee (e.g., $20K added for each partner company's license to cover the cost of unlimited training and certification exams)? How do you account for a high volume of partner con… -
Cost allocations for internal projects / internal work adviceHello, Any advice or best practices on the issues around PS teams performing non-billable internal work and how to effectively distribute the cost allocations for this? As a PS team we are targeted o… -
Seeking Advice: Building a Successful Coaching Practice from ScratchHello fellow professionals, I'm venturing into the world of coaching and am seeking advice on building a successful coaching practice from scratch. I have a strong background in building and l readin… -
Does customer training increase software license contract value and renewals?Looking for data that show customer training increases software license contract value, as well as increases renewals and decreases customer churn. Any recommendations for recent data? -
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Does selling outcomes (vs SKUs) give more pricing power?We’ve been talking about taking out the complexity of doing business with our respective companies and doing that by selling outcomes instead of individual products and services. This helps our custo… -
Need Input Trying to Understand the Customer Expectations When Buying and Renewing SaaS ProductsHi! Three questions to help understand the customer expectations when buying and renewing SaaS products. Through direct sales channels, do customers prefer to buy hosted or on-prem offerings? Do cus… -
Are most XaaS partnering models built from the ground up or transformations of existing programs?With the growing market of XaaS and traditional product vendors making the accelerated shift to software sales, are most of the vendors transforming their existing programs to accomodate XaaS or are … -
Will freemium fundamentally change sales?Since customers will be able to learn about and use software before committing dollars to it, sales doesn't have the role of 'information source' or even 'closer' (read: helps get past obstacles) for…
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"Service Catalogue" - is there a better name for our catalogue of packaged service offers?For years we have been listing our packaged service offers in a catalogue that we call our "Service Catalogue". (This is internal for now but will eventually be customer facing.) We are now… -
What percent of royalties to you pay to Authorized Training Partners?I've inherited a program that gives away 80-90% of training revenue to Authorized Training Partners (ATPs) -- even though we provide the eCommerce, registration, course materials, and lab environment…
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What is Product Led Growth (PLG) and is it relevant to B2B?What is Product Led Growth (PLG) and is it relevant to B2B? This is a topic that has come up in a number of my conversations of late and I wanted share in case of interest. This is really about the d… -
Marketing Automation in Renewals – 30 second member pollAs a speaker on marketing automation at our upcoming TSIA Interact, I’d like to hear your thoughts on using automated emails in your renewals program. 1) Do you currently use automated emails for c…
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Anyone have experience implementing Robotic Process Automation (RPA) to generate renewal quotes?Hi All, I'm doing research on this automation topic and interested in the experience of others about practical applications of RPA in the renewal sales workflow. Thanks, Doug
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Professional Services Sales Compensation PlanHello all - I have been tasked with refreshing our sales comp plan for our PS sellers - I would welcome the collective thoughts and guidance on how others are balancing the sales comp challenges - as… -
How can one move negotiations (especially pricing negotiations) to being positive sum games?Pricing negotiations are often high stakes with a lot that can go wrong for both parties. This is especially true for well differentiated offers. Game theory offers a lot of insights into pricing. In… -
Webinar - Driving Subscription Upsell and Cross-Sell Through Channel PartnersWe received multiple questions during today's live webinar that @Anne McClelland and I didn't have time to answer. We will be posting our answers to those questions here, and of course gladly welcome… -
What price strategy has your company used for partner certification training program?We have a product offer where we will be training our partners to enable them to provide 1st level support on the product. The training will be incorporated with a certification of the partner to be … -
What are the key things that you and your organization need to learn in 2021?"Steven, do you consider your business a learning organization?" Most of you probably just got this message from TSIA. I encourage you to download the report. It is great. It also got me th…
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What tool do you use to forecast PS revenue?Hi, I was wondering what tool do you use to forecast PS revenue in an agile way ? thanks -
Who Should Own Renewals?Is the topic of 'who should own renewals' being debated or controversial within your company? If yes, I'd enjoy hearing how you're going about solving this question. This seems to be a common challen…
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Are you maintaining Social Presence (e.g. Twitter, Facebook etc) for each of your business lines?Are you maintaining Social Presence (e.g. Twitter, Facebook etc) for each of your business lines like Consulting, Support and Training? Or are you maintaining only 1 Social Account for all of them e.… -
Success turning Data into Insights that drives Sales?Would you have a success you can share about converting raw customer data into insights to inform the work of your sales reps and CSMs to drive sales (renewal, expansion, etc.)? I enjoyed participa…
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Solving The Digital Renewal Challenge? (Q&A responses)If you're working to digitize renewals and registered for last week's TSIA Interact, you may enjoy viewing this on-demand session (30 min) entitled, Solving The Digital Renewal Challenge, that I did …
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What are your best practices for increasing renewal rates through the channel?What have you found to be the most effective in enabling renewals through 2 tier distribution particularly given the current climate? -
Learning Subscription RenewalsHi everyone, Does anyone have any consumption benchmarks they can share regarding likelihood to renew a learning subscription? For example, are you seeing that users who utilize the learning subscrip… -
Converting temporary solutions (free trials) into digital stratgies and compliant solutionsAs many of you would have experienced, during COVID a number of clients took advantage of 'free trials' from various vendors, and in most cases just stood up a 'quick and dirty' solution in order to … -
Why Partners Must Face the Fish in an XaaS WorldDo you have questions for me related to the webinar topic below? Any questions we miss during the live webinar we will be addressing here in the community following the live event. If you did not att… -
Microlearning & Educational ServicesToday those in the education space see that the popular topic is shifting towards microlearning content. Any tips or recommendations on resources for newbies? If you have taken this approach, any tre… -
Covid Impact on Marketing Strategies & Lessons LearnedExplain how your marketing approach has changed during Covid and what lessons have you learned? Assuming most had to refocus their efforts towards digital, will you continue down that route once the …
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