Archive | June, 2013

Want to Increase Revenue? Stop Selling and Start Billing.

One of the best practices taking hold in the B2B subscription economy is the automatic renewal – issuing an invoice sixty days before renewals.  The interesting effect of automatic renewals is to increase revenue and lower costs.  Across multiple companies, Scout Research has benchmarked a four percent or more increase in renewal revenue yield by using this practice.  Here are the findings on one case example. Historically, account managers contact customers to confirm the renewal terms and timing.  The practice stems from the on-premise product world where customers could continue to receive value whether their maintenance contracts had been paid.  As you can imagine, the practice has continued into the subscription economy, but it is not necessary.  In the subscription […]