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By Peter O’Neill, Independent B2B Marketing Analyst
Do you Have Blind Spots in Your Renewal Strategy?
Customer Success (8):
In the World of SaaS, ROI must become an Ongoing Calculation
Peter O’Neill, Independent B2B Marketing Analyst
Handling Objections to Starting a Customer Value Management Program
A Customer Value Management (CVM) program uses metrics to ensure high levels of value are delivered to every customer based on their needs throughout the life of the relationship. Managing customer value as a practice and with an enabling application allows enterprises to treat customer value as a strategic asset and win business and retain customers more often; decrease discounting, accelerate deal cycles, market and showcase value, price more effectively and reduce churn.
