Totango

AUGUST 23, 2022

Making upsell offers. Touchpoints may involve any medium you use to interact with customers, including: Search engine marketing. This may occur through encountering your brand or product through a search engine result, a search engine ad, a social media post, a video, a review on a technology website, word-of-mouth or other means.

B2B 122

B2B Journey mapping SaaS Upselling 122

Totango

APRIL 11, 2019

An illuminated “check engine” light is scary because it doesn’t offer any solution. For many, “check engine” may as well just say “car broken”—and that’s terrifying. A customer success health score is a framework used to identify the status of your customers so you can quickly prioritize accounts. and the survey data by 0.85.

Metrics 90

Metrics Upselling Accountability Enterprise 90

Cincom

FEBRUARY 21, 2025

This means longer turnaround times as they repeatedly check with engineering, finance, or management for approvals. This results in lost revenue and missed opportunities to upsell or cross-sell. Without proper CPQ training, sales reps may struggle to navigate the system, leading them to fall back on manual workflows.

Sales 40

Sales Gamification Finance Best practices 40

Beyond Philosophy

APRIL 14, 2022

For example, from the supply-side perspective, McDermott says the organization that thinks CX is important but does nothing about it probably still sees customer service as a cost center rather than a revenue-generating engine for growth. Let that upsell be someone else’s job. Can I please have your account number?”

Contact Center 195

Contact Center Upselling Education Engineering 195

Amity

MARCH 24, 2017

If you’re in business today with a recurring revenue model, of the biggest questions you must ask is “where are the gaps in my revenue engine?” Most companies have revenue engines that run on delicately intertwined gears of new logos, retention and upsell/cross-sell. Learning from Our Process.

Accountability 56

Accountability Engineering Metrics Upselling 56

CustomerSuccessBox

SEPTEMBER 7, 2021

This is why customer success has evolved as a growth engine for software companies. Traditional Customer Success Software works on a traditional rule-based engine to generate early warning signs. t then uses and generates smart recommendations, the next best action for CSM for every account to unlock LTV that is otherwise at Risk. #8

Journey mapping 96

Journey mapping Engineering SaaS Upselling 96

ChurnZero

MAY 9, 2024

Time flies, accounts fall through the cracks, renewals get harder, and you miss upsell opportunities. In just 15 minutes of his CSM Appreciation Week tune-up mini webinar, Ryan showed us a three-step customer success outreach technique that’ll get you closer to hitting your accounts more regularly.

Accountability 52

Accountability Upselling Coaching Best practices 52

ProProfs Blog

SEPTEMBER 28, 2018

Joshua Bentley Partner, Engineer of Remarkable CX at Moxi Works. Is C-3PO going to be able to upsell a customer on another product/service your company makes because of his positive interactions with them? Engage in a tone with customers that is more personalized and be more responsive with live chat on your website. Tweet this.

B2B 159

B2B Chatbots Upselling Interactive Voice Response 159

ChurnZero

JUNE 15, 2023

It’s also unreasonable to ask a CSM to review a customer’s entire account every single time they have an upcoming interaction to figure out what’s changed since the last time they talked. Support and engineering teams can understand the behavior behind an influx of support tickets or inbound requests for product enhancements.

Accountability 96

Accountability Upselling Analytics Metrics 96

Inbenta

JULY 29, 2021

When we’re looking for a flight, we tend to use a search engine and then scroll down through tens of results. Upgrades or upselling management. Chatbots can be used as a sales upselling tool to suggest additional services, upgrades and offer upsell promotions to travelers who have already booked a flight.

Airlines 88

Airlines Chatbots Upselling Self service 88

ChurnZero

AUGUST 27, 2021

Customer Success (CS) is a core business function, and for some B2B companies, CS is a growth engine. The average CSM has between 16 and 200 active accounts at a time. Multiply that by 30 active accounts, and you’ve lost 60 hours to manual data digging. This is a guest blog post by Shoshana Luria from PandaDoc.

Metrics 98

Metrics Upselling B2B Accountability 98

CustomerSuccessBox

AUGUST 22, 2019

Expansion revenue consists of upgrades, upsells and cross sells. Total MRR Expansion Revenue= Revenue from ( Upgrades + Upsells + Cross sells). Make sure you don’t add the revenue from new accounts in Total MRR Expansion Revenue. Pricing is a major way to engineer negative churn. Upsells + Upgrades.

Upselling 56

Upselling SaaS Engineering Metrics 56

Amity

OCTOBER 31, 2016

Uberflip has always had a strong marketing team because, after all, we’re a content marketing platform, the sales team has grown a ton over the last couple of years, and we have an amazing, fast-growing engineering team that’s built an amazing product. How did you personally get started in Customer Success?

Coaching 0

Coaching Upselling Engineering Marketing 0

ChurnZero

MARCH 31, 2023

The authors refer to CSMs as “ growth engines ” and note “McKinsey benchmark data suggesting that existing customers account for between a third to half of total revenue growth, even at start-ups.” In his words, second-order revenue stems from upsells, renewals, word-of-mouth and champion change.

Benchmark 98

Benchmark B2B Accountability Consulting 98

AWS Machine Learning

NOVEMBER 15, 2023

Working with their AWS account team, Principal detailed the PCA solution and its deployment, and set up custom training programs and immersion days to rapidly upskill the Principal teams. She has extensive experience in data and analytics, application development, infrastructure engineering, and DevSecOps.

Analytics 120

Analytics Interactive Voice Response Average Handle Time Contact Center 120

CustomerSuccessBox

FEBRUARY 27, 2019

Most SaaS businesses have well defined product, engineering, marketing and sales teams. But someone needs to be responsible and held accountable for the results and ROI of customer success. At the start, it is not feasible to focus on several KPIs like retention, onboarding, upsells etc. So what should the focus be on?

Upselling 65

Upselling Chief Customer Officer SaaS Sales 65

Amity

DECEMBER 14, 2016

Others manage subscriptions, software usage, renewals, upsells and other parts of the sales process. The roles we serve include designers (many definitions for this as well), product managers, engineers, business analysts, marketers and even C-level executives. I’ve looped in the account executive to be present on the call.

Management 84

Management Finance Enterprise Accountability 84

Totango

AUGUST 11, 2022

Digital interactions that inform SaaS client relationships span the range of the customer journey , from pre-purchase marketing engagements to onboarding to subscription renewals, upsells and brand advocacy. Examples include: Search engine queries and ads. Upsell purchases. Social media posts. Demonstration videos. FAQ searches.

SaaS 113

SaaS Journey mapping B2B Upselling 113

Totango

DECEMBER 3, 2020

CS professionals now attest that their bonus structures are tied to company performance, renewals, net retention, upsells, and account health. . Account Health (Cited by 47% of Respondents): Customer health scores illustrate whether a client is ready for an upsell, at-risk of churning, or anywhere in between.

Upselling 65

Upselling Accountability Enterprise Metrics 65

ChurnZero

JANUARY 26, 2021

From technical support to renewals and upselling, this role might be one of the most confusing and misunderstood jobs in all of tech. . Finally, because this is a customer-facing tool, we won’t be using it to document internal strategies for engaging and growing a customer account. Simplicity is the name of Joint Success Plan game.

Management 98

Management Chief Customer Officer Upselling SaaS 98

Cincom

FEBRUARY 14, 2025

Automate Price Calculations and Adjustments Utilize real-time pricing engines within CPQ to dynamically calculate prices based on market trends, cost fluctuations, and competitor benchmarks. Ensure pricing logic accounts for regional tax structures, regulatory compliance, and multi-currency support for global operations.

Best practices 40

Best practices Sales CRM Finance 40

ChurnZero

NOVEMBER 22, 2019

Speaker Bio: Emilia D’Anzica is a Customer Success and Account Management Growth Consultant and Partner at Winning by Design. How to Calculate Your Renewal and Upsell Rate – Learn how to calculate these metrics and apply them to your SaaS business. She is based in Silicon Valley leading teams at Jobvite, BrightEdge, and Walkme.

Chief Customer Officer 17

Chief Customer Officer Education Upselling SaaS 17

Cincom

MARCH 20, 2025

With no automated tool at his disposal, John had to manually configure the product, referring to spreadsheets for pricing, and email engineering for compatibility checks. Sales reps can leverage this intelligence to offer competitive pricing, upsell effectively, and negotiate deals with confidenceleading to higher close rates.

B2B 40

B2B Sales CRM Finance 40

Hodusoft

MARCH 5, 2025

Almost the same number of people said that they created an account because the site wanted them to do just that. As Hungarian-American businessman and engineer Andrew S. Online retailers have crucial information and transaction history of buyers, which enables them to upsell as well as tailor their offerings, deals, and communication.

Abandon rate 52

Abandon rate Contact center software Interactive Voice Response Contact Center 52

Cincom

MAY 8, 2024

Lack of Renewal/Upsell Opportunities: Limited visibility into customer purchase history and usage makes identifying renewal and upsell opportunities extremely difficult. Integration with Existing Systems: APIs facilitate data sharing between CPQ and other core platforms like CRM, ERP, accounting, e-commerce, and more.

Enterprise 52

Enterprise Sales CRM Upselling 52

Interactions

JULY 24, 2019

In addition, inaccurate orders cost time and money, and missed upsell opportunities are countless. Provide guests with digital ordering using text or voice and reduce average order and wait times while increasing order accuracy and upsell yields. It never forgets business rules and never misses a chance to make an upsell.

Upselling 54

Upselling Wait times Engineering Analytics 54

CustomerSuccessBox

JUNE 24, 2022

It helps companies keep up with the accounts they’ve closed, and maintain, retain, and expand them. High renewal rates in SaaS provide a stable revenue source every month which helps you to focus on upsells, advocacy, and acquiring new customers. Upselling the right way. Check out SaaS upsell strategies.

Upselling 52

Upselling SaaS Customer advocacy Metrics 52

CustomerSuccessBox

FEBRUARY 14, 2019

The major KPIs of a Customer Success Manager are: Increase Lifetime Value (LTV) of the customers (by upsells, cross sells etc). But sometimes they may need the help of the engineering or product or development team. Create upsell opportunities. Upsell is one of the best ways to help the company grow. Reduce churn.

Management 67

Management Upselling SaaS Sales 67

CustomerSuccessBox

MAY 28, 2021

Now that involves two main essential activities- Retaining Customers and Upsell to consumers. Subscription Economy is rewarding for those who Retain and Upsell to their customers. Onboard> Success > Support >Upsell, Referral, Renewal. “95-80% Is the MRR for a customer account growing or declining?

Technology 52

Technology SaaS Upselling Customer retention 52

Amity

SEPTEMBER 25, 2017

Customer Operations means everything from Customer Success to Customer Support, Engineering Support, and Professional Services. I started early on in a blue-collar, manufacturing background doing account management and account services. We regularly look at CSAT, NPS, retention, upsells, health score, and churn.

B2C 0

B2C SaaS B2B Accountability 0

Totango

MARCH 12, 2021

From this vantage, the customer journey divides into a pre-sales buyer’s journey, which is driven by marketing and sales, and a post-sales customer journey, which is the responsibility of customer success teams and account managers. It’s important for account managers to review this type of data for individual customers as renewal approaches.

Journey mapping 67

Journey mapping Upselling Metrics Customer retention 67

CustomerSuccessBox

MAY 16, 2022

A customer success tool is a software with in-built tools to provide a holistic view of your customer’s account health. All that to give you a holistic 360-degree view of your customer portfolio, monitor account health scores, create playbooks to facilitate onboarding, renewals, and upsells, set up alerts for risk and upsells, and more.

Management 52

Management Upselling SaaS Accountability 52

CustomerSuccessBox

MAY 30, 2022

Now, the concern here is that as a CSM, you could easily overlook a ‘green’ customer account thinking it to be a healthy one! Possibly, it can present a more accurate picture of the account’s health. Moreover, the rule engines are not calibrated frequently and as result the signals are false. Based on rule engines.

Upselling 52

Upselling Calibration Engineering Big data 52

Mindtouch

OCTOBER 23, 2017

If you’re contacting support, aren’t you already aggravated that you couldn’t find a resolution yourself through your favorite search engine or on the vendor’s website? Renewals and upsells matter more. Mobile is already the predominant channel of engagement accounting for most searches on Google.

Self service 65

Self service Upselling SaaS Customer Support 65

Satrix Solutions

MAY 7, 2020

These often help managers and leaders plan workload, identify top performers, strategically identify upsell opportunities, and get alerted to potential churn risks. This concept of perceived value should be addressed and revisited in a recurring customer business / account review. Issues and Time to Resolve.

Metrics 78

Metrics Upselling Surveys Engineering 78

Totango

SEPTEMBER 17, 2021

A free version of your product can be promoted on search engines and social media. Creates Upsell Opportunities. A free version of your product gives your sales team an opportunity to extend an upsell offer. Increases Opportunities to Promote Brand Awareness. Freemium Users May Not Convert.

SaaS 78

SaaS Best practices Upselling Journey mapping 78

GetFeedback

JUNE 13, 2019

The qualified leads are then automatically cued up for an Account Executive to take next steps and move the leads down the sales funnel. If an upsell opportunity is identified, a Salesforce Opportunity is automatically generated with relevant details collected through the GetFeedback survey. . Field Sales Partner Interview.

Surveys 68

Surveys Upselling Consulting Consulting 68