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Upsells and cross-sells with existing customers have a cost of sales that is a fraction of what it costs to sell to a new customer. In addition, deals with existing customers close at a rate more than 40% faster than similarly sized opportunities with new customers. This paper provides the formulas and inputs required to calculate your company's customer expansion cost (CEC) and how that measure intertwines with your company's churn rate.
VP Research, Expand Selling, TSIA
Publish Date: June 8, 2017
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Peg Rodarmel, SVP, Subscription Services, Infor
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