A subscription-based business transitions through three phases: Start-up, Growth and Maturity. At every stage of the business’ development, it requires something different from its Sales Performance Management solution.
To understand the metrics that result in its success, a subscription-business requires tools that make it easy to interpret and execute sales strategies across their ever-changing business. A complete Sales Performance Management solution helps to align an organization’s sales strategies for all of the teams that are involved in the complex customer engagement cycle.
In the start-up phase of a business the main focus is on recruiting customers with the expectation that they will develop a long-lasting and eventually profitable relationship with them. New businesses want market-leading customers to show that there is demand for their product. As the business transitions to the growth phase the focus shifts to retaining customers and expanding clients in a meaningful way. Finally when the company has reached the maturity stage, they are looking to grow relationships with current customers even further by adding additional services and/or expanding location services.
A robust Sales Performance Management solution can allow teams to access multiple data sources to determine the health and success of their business across the many departments that are involved in the sales cycle.