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Conference Presentation

Accelerating Customer Success for ISVs: Fueling the Next Generation of Growth

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The shift to the cloud has been underway since the emergence of SaaS companies, and Independent software vendors (ISVs) have been fundamental to the business growth. And ISVs are playing an even more critical role as enterprise applications move to the cloud. However, the market is becoming saturated, and growth is becoming the biggest barrier to ISV success. Research shows that ISVs that only sell one solution will lose 70% of their clients over the span of 2 years. It is for this very reason that ISVs need to be constantly pursuing new growth strategies and innovating on their capabilities. Which is why a strategic Customer Success approach is critical for ISV success. Given the ISV business model spans sell-to (focused on product innovation and development), sell-with (focused on joint selling for increased customer adoption), and sell-through (Marketplace), a successful Customer Success strategy needs to embrace business priorities, technical and product innovation and bring the right mechanisms to bear on increasing revenue, optimizing cost, and accelerating innovation. Come hear from us how to set up your ISV for success!

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Publish Date: October 29, 2021

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Peg Rodarmel, SVP, Subscription Services, Infor

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