Recurring Revenue Strategy
The Revenue Solutions Group is working with many of the world’s top technology companies to develop effective strategies to grow their recurring revenue streams throughout Asia and Japan. We have worked with clients to develop comprehensive strategies to grow software maintenance attach and renewal rates, hardware support programs, customer subscription renewal campaigns and customer conversion campaigns that drive long-lasting and effective revenue growth.
Recurring Revenue Data Analytics
The data collected as a part of the recurring revenue process is a powerful tool to improve retention rates and accelerate recurring revenue growth. We have helped firms leverage their data to identify potential upsell/cross-sell candidates, reduce discounting and increase subscription retention. Our methodologies examine buying behavior, the effects of sales process and timing, channel complexity and historical trends to identify potential areas for improvement and opportunities for growth.
Channel Optimization Strategy
In Asia and Japan, almost all IT sales go through channel partners, and frequently through long chains of distributor and reseller partners. making it much more complicated to ensure customer retention and drive follow-up sales of additional products, support & maintenance contracts and other subscriptions. Partners frequently are unable or unwilling to make the investments required to maximize this recurring revenue, so it is incumbent on the vendor to build a program to drive recurring revenue performance. Measuring partner performance, communicating effectively with partners and executing compelling campaigns are all critical components to helping partners drive the recurring revenue that you rely on. RSG has deep experience helping IT companies of all size work more effectively with their channel partners in Asia and Japan.
Performance Benchmarking
How does your recurring revenue performance compare to others in your industry? Which countries, products, channel partners, or customer types perform at rates below that of your peers? Where are the opportunities to improve performance? RSG can use our deep knowledge of recurring revenue performance in Asia and Japan to identify areas of opportunity to maximize performance and increase revenue in your recurring revenue business.
Customer Retention Strategy
As more customers in Asia and Japan look to consume their technology in a pay-as-you-go (PAYG) or pay-as-you-use (PAYU) capacity, building strategies and campaigns to retain these customers becomes absolutely critical to growth. The RSG team has worked with vendors around the globe to leverage customer data, usage patterns and other information to identify “at-risk” customers and executive campaigns to increase retention.
Renewals Sales Team & Process Design
Building the right team to drive your recurring revenue can be a real challenge – hiring the right people, giving them effective training, designing appropriate campaigns for them to execute and constructing motivating incentive programs can be difficult, especially when dealing with the cultural, channel, and linguistic complexities of Asia. Our team has deep experience leading sales teams to drive award-winning sales campaigns, and we can give you the tools to build a world-class renewals sales team.
Custom Solutions
The Revenue Solutions Group has developed a number of customized, long-term solutions to help our customers drive recurring revenue. We have the skills, knowledge and resources to create a solution tailored to the needs of your organization.