Grow and Win New Revenue for Subscription-Based Businesses

<p>In this episode of <em>SaaS Connect</em> by <a href="https://www.cloudsoftwareassociation.com/">Cloud Software Association</a>, Omar Nawaz, Chief Product Officer at Chargebee—a subscription management platform—provides a value-filled presentation on growing and winning new revenue in your subscription-based business.</p> <p>The lessons come directly from what he has learned at Chargebee, which today boasts more than 230 employees, with 1,700 customers from 53 countries around the world.</p> <p>Discover nuggets throughout the talk about the following topics:</p> <ul> <li>The organizational design for a subscription-based company or a SaaS company, and how it’s different from a traditional business. For example:Subscription-based customers' needs are dynamic and ever-changing, so your model needs to be dynamic in order to react to requests in real-time, across all your teams, and throughout the lifecycle.<br> Processes and systems must align to the customer experience you want.<br> </li> <li>Some of the key business levers that are available, whether customer adoption, expansion, retention, or something else. And what to focus attention on to maintain revenue growth. (Tip: increase customer lifetime value; up to 70% of your revenue comes after the initial sale from up-sells, cross-sells, and renewals.) Omar provides tips on how to do this, such as:Empower relevant teams to engage in sales activities for up-sell and cross-sell opportunities when they interact with customers.<br> Tie all business activities to LTV.<br> Automate processes for renewals; around 13% of the subscriber base is up for renewal at any given time.<br> Ideas for new initiatives to drive revenue.<br> </li> <li>Key metrics to measure profitability, and tips, such as:Measuring your pricing according to the value customers derive from your product.<br> Changing your thinking from selling products to delivering outcomes.<br> Aligning your pricing model with the benefits you deliver.<br> Examples of successful companies who change their pricin