Month: July 2018

3 Steps to Redefining Lead Management in the Age of the Continuous Customer

3 Steps to Redefining Lead Management in the Age of the Continuous Customer

As the name implies, a recurring revenue business model is built on the ability to grow the business through upsells, cross-sells, and renewals within the existing customer base. Unfortunately, most organizations are not operationally equipped to deliver on this front, as processes and systems are typically optimized for customer acquisition as opposed to retention. Consequently, […]