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Revenue Cycle Models

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Anonymous
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Revenue Cycle Models

I'm curious for any input on best practices in setting up Revenue Cycle Models for the following scenarios:

A) When a free trial is part of the sales cycle (but leads could still score up by activity).

B) When you have a direct and partner channel you want to grow and nurture.

C) When you have a partner tiering system (does anyone build the tiering into a RCM).

Thanks

Tim

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Level 10 - Champion Alumni

Re: Revenue Cycle Models

It sounds like  you need two RCMs and separate out Partner and Users/End Users as Alex suggests.

  • free trials would get a higher score than other activities (assuming this is a big indicator for you).
  • partners - depends exactly what you have setup with the tiers. Normally I'd setup a partner interest to partner contract, but you could take the tiers into stages too if that makes sense for you. You could also have a model for Post Contract as Partners grow into deals and Tiers.

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Level 6 - Champion Alumni

Re: Revenue Cycle Models

Are you looking at setting up three models?

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Anonymous
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Re: Revenue Cycle Models

Hi Alex

Not necessarily three models, could be two or could be one, but was curious to see how people have integrated these three scenarios into their RCMs. What Josh Hill​ and Jamie Lewis​ recommended makes sense, to have two RCMs and include A and C as stages in the model.

Thanks

Tim

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Level 6 - Champion Alumni

Re: Revenue Cycle Models

That totally depends on what you want to measure and how records proceed through the lifecycle. You could instantly MQL records who request a trial and measure what percent MQLd for what reason within the bucket itself. If leads that come in from the partner channel follow a different path, it does make sense to set up a second model.

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Level 10 - Champion Alumni

Re: Revenue Cycle Models

It sounds like  you need two RCMs and separate out Partner and Users/End Users as Alex suggests.

  • free trials would get a higher score than other activities (assuming this is a big indicator for you).
  • partners - depends exactly what you have setup with the tiers. Normally I'd setup a partner interest to partner contract, but you could take the tiers into stages too if that makes sense for you. You could also have a model for Post Contract as Partners grow into deals and Tiers.

View solution in original post

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Anonymous
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Re: Revenue Cycle Models

a)  This could be a stage in your current RCM

b)  You may have a second RCM for this case

c)  This could be included in your second RCM