1 Reply Latest reply on Sep 18, 2013 2:01 PM by Jeff Coveney

    Best Practices for Retention Revenue Cycle Models?

      I'm looking for some example active revenue models that are being utilized for new customer acquisition as well as retention. I'm wondering if the best thing to do would be to create two revenue models - one for our initial lead lifecycle and another for renewal or upsell.  Is anyone doing something similar now? Any tips or suggestions why this would or wouldn’t be the best way to set things up?
        • Re: Best Practices for Retention Revenue Cycle Models?
          Jeff Coveney
          I am in the process now of setting up a second model for Customer Expansion that would include Add on and Upsell. We have it planned out but not executed. Below is the basic premise which needs testing and more thought:

          Three Step Model
          1) Someone enters the model when their Oppty becomes WON.
          2a) When they are added to a new Oppty w an Upsell Oppty Type, they enter the Upsell model phase.
          2b) When they are added to a new Oppty w an Addon Oppty Type, they enter the Addon model phase
          3) When that Oppty becomes WON, that's the final step.

          Interested to hear from others on how they are addressing this next gen of model measurement.