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Research Report
Customer Growth Workflow
Process Cadence for Effective Management of Expansion and Renewals
Renewing technology subscriptions and the attached maintenance and support contracts are a key source of revenue and a dominant source of sales workload for today's technology companies. The ability to retain and grow revenue from the existing customer base has profound implications on cash flow, revenue, and, ultimately, company valuations. Poor performance will experience unusual leakage from the revenue schedules and can cause unusual stress on the sales workforce to recover lost revenue and add net new revenue, which in the end compresses a company's ability to hire talent and invest in innovation for the future.
Authored By:
Jack Johnson
Vice President, Customer Growth and Renewal Research, TSIA
Publish Date: September 26, 2023
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Peg Rodarmel, SVP, Subscription Services, Infor
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