Company to Modernize Relationship Renewals Process for the Digital Age
ServiceSource International, Inc., the customer journey experience company, announced a new agreement to deliver outsourced renewals management services for a software provider whose solutions make it easier to understand and act on data.
ServiceSource will strive to enhance the way the client builds and extends its customer relationships, modernizing the renewals process for the digital age by helping the client’s customers transition from perpetual license contracts to subscription-based models, and promoting a shift to 3-year agreement standard.
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“Research shows that migrating customers to subscription offerings can deliver higher growth rates and valuation premiums for companies, but what often gets in the way of a successful transition is a lack of sales expertise and process discipline to guide customers along the journey,” said Gary B. Moore, chairman and chief executive officer, ServiceSource. “The biggest key to success is continuous engagement throughout the change management process, which requires skilled renewals sales experts and advanced methodologies to best sell the customer value, benefits, and outcomes.”
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“Maintaining strong connections and proactively engaging to create the right interaction at the right time has a powerful impact on the customer experience, but many companies don’t have the bandwidth or resources to execute this properly,” said Mike Naughton, executive vice president, Global Client Delivery, ServiceSource. “Our High-Performance Selling methodology, built upon two decades of experience, adds value and scale to tackle tough selling challenges and make an immediate impact for new client engagements like this.”
With this agreement, ServiceSource adds a rapidly growing pioneer in data visualization and analytics to its growing software and cloud vertical. ServiceSource became the provider of choice through its proven ability to apply Customer Journey Experience practices that inform retention and growth strategies.
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