Customer Retention: Six Success Factors

January 1st, 2018

Lisa Nakano

Summary

Immediately after the buying process concludes, sales must begin managing the customer lifecycle. For organizations with subscription sales models, sales operations should implement six best practices to drive high renewal rates. Sales and marketing must collaborate to ensure consistent account interaction, and to maintain an accurate view of account status.

For B2B companies that have adopted subscription models, sales and marketing must support a robust retention effort that begins as soon as a prospect becomes a customer. In this report, we outline six success factors that sales operations must manage in order to maximize retention within a subscription model.

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