The subscription economy is changing the way we do business. As businesses transition from start-up to growth to maturity, different departments become a part of the equation and the tools that were used in the old economy no longer work for the high-growth nature of these businesses. We sat down with our customers to identify how their Sales Performance Management solution aligns with their sales initiatives at every stage of their business and put together this guide to provide insight through each phase of your business:
- Start-up: Recruiting customers is the name of the game and metrics such as annual contract value is a key measurement of success.
- Growth: The company’s focus shifts to retaining and expanding this base in a meaningful way with measurements such as customer utilization and enablement driving the organization.
- Maturity: This is typically when the company adds customer success teams to cultivate existing customer relationships. In this stage, metrics such as annual recurring revenue and growth rate are indicators of success.