5 Replies Latest reply on Dec 26, 2015 8:17 AM by Alex Stanton

    Revenue Cycle Models

    Tim Lamb

      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

        • Re: Revenue Cycle Models
          Alex Stanton

          Are you looking at setting up three models?

            • Re: Revenue Cycle Models
              Tim Lamb

              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

                • Re: Revenue Cycle Models
                  Alex Stanton

                  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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              • Re: Revenue Cycle Models
                Josh Hill

                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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                • Re: Revenue Cycle Models
                  Jamie Lewis

                  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

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