When existing customer value becomes critical
No one has to tell you it takes a lot of time, effort and expense to close new customer deals today. For more immediate revenue impact—and consistent, ongoing value—large B2B organizations look to untapped revenue sitting within their current customer base. Just one major, widespread problem stands in your way—revenue leakage.
Money lost when you don’t capitalize on the full value—immediate and lifetime—of your existing contracted commercial relationships—that’s revenue leakage.
WHAT’S HOLDING YOU BACK?
Missed price increases, over- or under-servicing customers, haphazard SLAs, and over-discounting—these are just some of the most common leaks that add up to millions lost every quarter.
Most sales and finance teams lack the complete, commercial relationship information they need to capture all existing customer revenue potential. From poorly executed renewals to inaccurate billing, revenue goes untapped.
Video: Optimizing Sales Productivity
Pramata and SiriusDecisions discuss how to take back active selling time by helping your sales team improve deal management and sales acceleration.
Pramata lets you tackle revenue leakage this quarter
Pramata creates a record of your current commercial terms, organizing and aggregating data from across contract documents to determine current products, pricing, dates and non-standard terms. This information is displayed in your CRM system to ensure your account teams engage each customer with a full view of the relationship.
When your teams have timely access to continuously updated contracted relationship details, you have the advantage of actionable intelligence that lets you:
- Prioritize accounts for renewal and focus upsell campaigns
- Use renewals and upsells as profit events by improving negotiation strategy
- Increase active selling time and eliminate hunting for information
- Accelerate install base deals with in-effect discounts and contract terms.