Post on 20-Aug-2015
transcript
Renew OnDemand Overview The cloud application for recurring revenue
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What if…
You had visibility into your top and bottom performing renewal reps and partners?
You knew when and why customers were
deciding not to renew?
Renewal opportunities were automatically generated for you from disparate data?
Your team had access to a complete and accurate installed
base view of every customer?
You had a predictable, repeatable process to capture
millions in lost recurring revenue?
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Evolution of ServiceSource
we do it for you we enable you
Cloud Application
First purpose-built cloud app designed to increase recurring revenue Hybrid solution that includes selling & enablement services
Pay for Performance Selling on behalf of customers
Renewals Data & Technology Applications, & data management tools
Best Practice Business Process Scalable Expertise • Data management & opportunity generation
• Sales strategy and execution
• Insight & optimize
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The renewals challenge
It’s a volume problem
It’s a timing problem
It’s a data problem
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Capture more of your perishable revenue
ERP CRM Recurring
Revenue Gap
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3-Step Process for Recurring Revenue
• Gather data together, enhance, validate, resolve • Opportunity generation • Understand your total recurring revenue opportunity
• Segment customer base • Tailored sales plays according to segment • Value selling and a proactive approach
• Resolve data discrepancies • Gain insight from customer base • Optimize the recurring revenue process
Data Management and Opportunity
Generation Sales Strategy &
Execution Gain Insight and
Optimize
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Best practice business process built into
• Single source for renewal data
• Opportunity generation • Data services monitor
loads & maintain rules
+
Data Services
Installed Base
• Track every renewal globally end-to-end
• Drill down into 60+ metrics
• Assess and take action
Analytics
+ +
Sales Channel Ops
• Sales plays and collaboration
• Tools to segment, prioritize – next best action
• Manage end-to-end sales activities
Data Management and Opportunity
Generation Sales Strategy &
Execution Gain Insight and
Optimize
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Renewal ready data
• Aggregate, cleanse & score data
• Single source of truth for renewals
• Intelligently generate opportunities based on business rules
• Right offers at the right time
Data Services Installed Base
• Renewal data experts
• Manage and monitor data loading
• Update mappings and business logic
• Maintain and customize analytics
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Data Management and Opportunity
GenerationSales Strategy &
ExecutionGain Insight and
Optimize
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Renewal ready data - piecing it together
Company Product License Key Support Level Price Contact Name Begin Date Exp. Date
Pfizer Inc A5000 A243210.1 Bronze 8x5 $10,500.00 Bob Greene 12/31/13 1/1/13
Theatre Territory Business Line
+ 12
Data: Ongoing Assembling, Enhancement, Validation & Generation
SERVICE PRM SFA (n) QUOTE ORDER
ENTITLEMENT
ASSETS
NALA ABC Business Unit Strategic
Opportunity in Renew
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Installed Base See all product
and service assets
Offers available “at the ready”
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Optimized sales execution
• Prescriptive, repeatable process
• Territory management
• Forecasting & target setting
• Collaborate with ops and partners
Sales Channel
• Partner access to opportunities and quotes
• Comparative partner performance
• Streamlines operational activities
Ops
• Quoting and bookings management
• Track operational performance & SLAs
• Faster sales process
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Sales
Target vs. actual
Check Pacing
KPIs
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Ops Track
timeliness of quotes
On-time SLAs by ops rep
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Channel All renewal info in one
place
View comparative performance
Compare Partner
performance
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Actionable Analytics
Analytics
• 60+ in-line recurring revenue metrics
• Identify levers to drive performance
• Root cause to take action
Self-service reporting
• Drag and drop metrics to create custom reports
• Quickly design dashboards with library of report widgets
• Slice and dice the business based on your needs
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Data Management and Opportunity
GenerationSales Strategy &
ExecutionGain Insight and
Optimize
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Analytics How quickly are we getting at the
business? (days in advance)
Why do customers
leave?
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Self-service reporting
Drag and drop fields to create reports
Pre-built report
widgets
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Renew delivers real business benefits
Renewal Ready Data
• Increase sales
productivity • First time quote
accuracy • Increase up-/cross-
sell • Improve customer
experience
Selling Expertise and Automation
• More selling & less
admin time • Increase sales velocity
and customer touch • Insight to drive
prioritization and sales plays
Actionable Analytics
• Clear picture of
global performance • Unprecedented
insight to the business
• Proactively identify issues and take corrective measures
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Drive revenue and reduce cost of sale
5-20 points
>20%
Cost of Sale
Renewal Rate
• Sales effectiveness
• Sales coverage
• Uncover opportunity
• Cross-sell & up-sell
• Clean data
• Offloading Admin Work
• Quoting efficiencies
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Sept 2012 March 2013 July 2013 Dec 2013*
introduced
$500M
$1B
$2B
Customer feedback
Opportunity under management
“[ServiceSource's] innovative Renew OnDemand application gives us all of the information we need in order to improve our customers' renewal process.“
“Renew OnDemand will provide us new levels of insight into recurring revenue." - Mike Stankey, president and chief operating officer
*forecast
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Complement and enrich Salesforce.com
Integration Options
• Increase total revenue
• Visibility to renewal pipeline, past purchases and service contracts
• Additional cross sell and upsell opportunity
• Best-fit offers for every customer Sync - UI + bi-directional data integration
View - UI integration
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Engagement process
Solution Design Solution Deployment
Service Performance Analysis (SPA)
Gather needs and requirements
Jointly design solution to meet your goals Rapid deployment
• Sales & services strategy
• Business case
• Baseline performance vs. industry benchmarks
• Policies, processes & practices
• Metrics, reporting & systems
• Collaborative workshops
• Scope of engagement
• Solution design
• Cloud application deployment plan
• Build business case
• Training and On-boarding
• Communication / change management plan
• Team alignment
• Cloud app configuration, deployment & roll-out
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Collaborative evaluation of your business
1. Review recurring revenue business processes
2. Analyze performance
3. Benchmark against peers
4. Identify improvement opportunities
5. Jointly design solution
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Thank you!
For more info, visit www.servicesource.com/renew