Recurring Revenue & Subscription Billing Blog

How B2B Customers are Becoming More Like B2C
By: Owen Ray

Owen Ray

The difference between B2B and B2C sales tactics used to be stark. B2B transactions are traditionally very complex, happen over a long period of time, and require continual hand-holding from professional services organizations from deployment well past adoption. Consumer purchasing, especially in the digital age, has become a fast, easy, […]

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Using Data for Customer Retention
By: Owen Ray

Owen Ray

Acquiring new customers isn’t cheap. According to global consulting firm Bain & Company, it costs six to seven times more for an organization to acquire a new customer than to keep an existing one. That partially explains why so many companies are now focused on recurring revenue strategies that drive […]

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From One-time to a Lifetime – The Recurring Revenue Opportunity
By: Eileen Bernardo

Eileen Bernardo

When 80% of your future profits come from 20% of your existing customers, it’s no surprise that businesses are focusing on increasing customer satisfaction and retention. An increasingly popular strategy to achieve this goal is the implementation of a recurring revenue model, which allows businesses to cultivate and nurture long-term […]

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Dreamforce: Where the Customer is Everything
By: Parker Trewin

Parker Trewin

The customer isn’t king… the customer is everything. At least he/she is according to George Colony, CEO of Forrester Research. At last week’s Dreamforce, the CEO of the independent research firm proclaimed the dawning of the Customer Age, a twenty-year period where the customers (not businesses) will wield increasingly more […]

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Three Ideas to Boost Customer Retention
By: Bob Harden

Bob Harden Guest Author

In a recurring revenue business, customer retention is an important growth strategy. I know that might sound counter-intuitive – the term retention implies keeping what you have, not growing something new. We tend to focus on customer acquisition when we talk about growth, but ideally a third or more of […]

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Want To Increase the Customer Lifetime Value Of Your Business? Start by Building a Good “Marriage”
By: Eileen Bernardo

Eileen Bernardo

Think your relationship with your spouse, significant other, or best friend is different from your relationship with your cable provider, phone company, or favorite online retailer? Think again. There’s great benefit in examining the strengths and weaknesses of your personal relationships when assessing your business strategies and goals. Think about […]

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The Key to Long-Term Results: Increasing Customer Retention and Satisfaction
By: Eileen Bernardo

Eileen Bernardo

Our last post defined customer lifetime value (CLV) as the metric critical in measuring the success or failure of a recurring revenue program. In order for your company to routinely return significant revenue, maximizing CLV needs to be at the top of your priority list. A CLV-supported strategy boosts many aspects of your […]

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Boosting Customer Retention – The Metric More Valuable than Customer Acquisition
By: S.A. Morrison

S.A. Morrison Guest Author

Remember Andrew Mason, the giddy and self-deprecating GroupOn CEO who introduced daily deals into our lexicon? It’s been almost two years since he was fired, but the lessons of his ouster are, if anything, more relevant today to those who’ve bet their future on recurring revenue. The broad brush strokes […]

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The Forrester Wave: Subscription Billing Platforms, Q4 2015

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