Video & Presentation: http://corporate.servicesource.com/LP=276
Recurring revenue is estimated to be a $600 billion market, and it’s no surprise that when implemented correctly, recurring revenue streams can drive profitability and growth. But between the disparate data, timing pressures and competitive risk, successfully managing a renewals business can be tough. In this webinar, ServiceSource and IDC share their insights about what’s at stake and how to ensure a successful recurring revenue strategy.
Speakers:
Elaina Stergiades – Research Manager, Software Support Services Program, IDC
Jim Dunham – SVP Product Management, ServiceSource
3. Today’s Presenters
Jim Dunham
SVP, Product Management
ServiceSource
Elaina Stergiades
Research Manager, Software Support
Services Program
IDC
4. Poll Question
A Making sense of the data to empower my teams to
act-on and close renewal business
B Working through the lack of reporting and performance
metrics for my teams
C Figuring out how to enhance my existing CRM/ERP
investment with renewal capabilities
D We’re launching a subscription or cloud offering and
are struggling with infrastructure
E Other
Which challenge do you face most often with your
recurring revenue business?
16. Poll Question
A We have a custom or tailored system for renewals
B We pull data from CRM, ERP and other systems and
manage in Excel
C We’ve modified our CRM to manage renewals
D We auto-renew everything
E Other
How are you managing renewals today?
17. Empowering your renewal sales teams
to optimize recurring revenue
Jim Dunham
SVP, Product Management
ServiceSource
18. We are the market leader
Focused exclusively on recurring revenue for 14 years
Software Hardware Networking
Industrials, Healthcare
& Life Science
Subscription
Revenue
$14.5B
Recurring Revenue
under management
47 seconds
A renewal is closed
LOCATIONS WORLDWIDE:
200+
Engagements worldwide
19. Recurring revenue is fundamentally
different from new revenue
1
New revenue
• Data gathered along the way
• Minimal data needed to close
• Forward facing process
Recurring revenue
• Existing customer data
• High volume
• Data lives in disparate systems
• Perishable – expiration date
• More opportunities to optimize
and gain predictability
20. Renewal sales team challenges
It’s a volume
problem
It’s a timing
problem
It’s a data
problem
19
21. Capture more of your perishable revenue
ERP CRM
Recurring Revenue
Gap
20
22. Capture more of your perishable revenue
• Sales execution
• Actionable insight
• Renewal ready data
ERP CRM
21
23. Empowering renewal sales teams
Optimized sales execution
• Right sales play at the right time
• Immediate focus on the next best action
• Task prioritization for more selling & less
admin time
Dynamic sales management
• Instantly implement new strategies
• Prescriptively address high-value deals
• Metrics to identify renewal trends and
maintain satisfied customers
Combined revenue visibility
• Accurately understand customer installed base
• Coordinate upsell, cross-sell and renewals
• Single, consolidated interface through
Salesforce
26. Poll Question
How well did the material presented in this webinar
meet your needs?
1 2 3 4 5
How would you rate the knowledge of the presenters?
1 2 3 4 5
How likely are you to attend another ServiceSource
sponsored webinar in the future?
1 2 3 4 5
Which material was of most value to you?
- Emerging Trends, presented by Elaina Stergiades
- Empowering Renewal Teams, presented by Jim Dunham