At the heart of a SAAS company is the retention of revenue from existing customers. Low levels of churn and strong adoption based on value drive high enterprise value. ALTA Consulting has established tools, software and consulting methods to develop a high performing customer success function. We will work with you to improve your customer success team with renewals, account management and cross selling/up selling.
Selling and prospecting have fundamentally changed over the last few years. The internet and social media have created new ways to reach prospective clients. This shift in technology allows buyers to do their own extensive research on products and services as part of the buying process. As a result, many organizations have experienced poor performing outbound lead generation programs. With the right message, excellent processes and the right people, outbound lead generation can be an invaluable source of leads, opportunities and pipeline.
With buyers doing extensive research on the internet the buying journey has changed dramatically. Some experts suggest that buyers in many industries are 60% through the buying journey before they engage with an organization. This shift has created a new environment that requires the development of new strategies and tactics to attract buyers or help them do their research. Great websites with compelling content and fine tuned SEO now goes a long way in creating a flow of inbound leads.
Developing a systematic approach to marketing and sales is fundamental to measuring results and analyzing performance. Choosing the right metrics and selecting the right systems are key to managing performance and driving accountability. This allows a laser focus on the tactics and strategies that are actually driving revenue.
How do we develop a customer success program?
What information is important to your target roles and buyers?
How do we design campaigns that attract quality prospects to our company?
What and how do we create high value content that prospects and customers will consume?
What questions do prospects have during the buying process and how do we best answer them?
Salesforce automation/Marketing automation – What are the best tools and platforms to support driving more revenue?
What metrics should we start tracking to manage performance?
How do we execute campaigns to produce sales ready leads?
“It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change.“ -Charles Darwin