Identifying revenue and customer risk. Differentiates customers by their economic value to your organization, primarily focused on growth indicators that point to ARR potential. Benefit: Understand the revenue potential within your customer base. MORE

In the haste to bring in customers, companies can often forget to court the right customers, those who represent the best long-term revenue potential, or who won’t overtax the company’s customer service and support structure. For traditional offline companies, the Internet has the potential to ‘commoditize’ their industry or undermine customer relationships. Michael Lowenstein, Ph.D., CMC, is Thought Leadership Principal for Beyond Philosophy. MORE

Even though the rate of expressed complaints is higher in the business-to-business world, the lost revenue potential of unexpressed (and, so, unresolved) complaints is significantly greater there because of the lifetime value of each customer. The potential for complaints to negatively impact customers’ future purchase intent and recommendation should never be overlooked. Michael Lowenstein, Ph.D., CMC Thought Leadership Principal, Beyond Philosophy. MORE

Gather baseline metrics and determine KPIs It’s difficult to understand the revenue potential of a target acquisition company without comprehensively understanding where it stands in the eyes of its customers. MORE

Why is the market potential so huge? In my experience, most businesses that are making analytics an urgent investment are doing so because they want to be better positioned to (1) compete more successfully and (2) grow their business to increase revenue potential. MORE

In most cases, these companies just do not have a good way to measure the impact of the customer experience on metrics like revenue. Forrester Research has released a new report titled, “The Revenue Impact of Customer Experience, 2015.” MORE

If they were to become more dependable customers, however, they could substantially impact company revenues. These travelers likely can offer a substantial upside revenue potential with just an average of one additional booking. MORE

Poised for rapid growth and success, untapped revenue potential in the tens of billions. DMG estimates that the revenue size of the cloud-based contact center infrastructure market was at least $2.8 billion (excluding carrier revenue) as of the end of 2016. of total contact center seats, so the revenue potential of this market is in the tens of billions. DMG Consulting Releases 2017-2018 Cloud-Based Contact Center Infrastructure Market Report. MORE

You can’t please everyone, so prioritize and focus on the top buyers who provide the highest revenue potential. Image courtesy of Pixabay Today I'm pleased to share a guest post by Stacy Sherman of DoingCXRight. This post originally appeared on the DoingCXRight blog on July 10, 2018. MORE

Building Revenue Potential (and the Future) Through Knowledge. In my last post, I talked about how Knowledge-Centered Service (KCS ® ) has evolved from a support-centric methodology to become more broadly applicable to other departments. To see the truly transformational effects of KCS, we require a different definition of “work.” For many companies, KCS remains firmly entrenched in the Support department, so let’s start our discussion there. MORE

As this market matures, a vast ecosystem of partners has emerged to participate in this large revenue opportunity. MARKET BENEFITS AND POTENTIAL. As of the end of 2016, DMG estimates that the revenue size of the cloud-based contact center infrastructure market (excluding carrier revenue) was at least $2.8 percent of total contact center seats, the revenue potential for the cloud-based contact center infrastructure market is in the tens of billions. MORE

Even though the rate of expressed complaints is higher in the business-to-business world, the lost revenue potential of unexpressed (and, so, unresolved) complaints is significantly greater there because of the lifetime value of each customer. The potential for complaints to negatively impact customers’ future purchase intent and recommendation should never be overlooked. Michael Lowenstein, Ph.D., CMC Thought Leadership Principal, Beyond Philosophy. MORE

We are about to launch our second course designed for CSM’s and Account Managers in charge of expansion revenue. What I mean by that is, if you look at the traditional sales funnel it stops at Closed Won, but in SaaS 75% of your revenue potential comes after the initial sale. MORE

With fragmented audiences, expensive advertising, and fierce competition, marketers must become more strategic in how they view customers’ revenue potential. In other words, it’s the entire amount of revenue you make from a customer like John throughout their life cycle. MORE

But how were companies to manage, track, and convert an ever-growing number of interactions into revenue? Whether a company is selling to businesses, consumers, or both, marketing software can help automate the process and bring in greater revenue. MORE

Based on these attributes, coaches, doctors and kinesiologists trained and assessed me specifically so I could reach my full potential. This is why understanding customer attributes and their full potential is so important and makes customer segmentation such a necessity. MORE

Our data scientists employ complex analytics to unlock new territory and revenue potential in familiar customer interactions. The services we offer to help coach chat teams seek to unlock the potential of communication to optimize the customer contact center itself. MORE