Renewal Experts CommunitySurvey Readout

May 8, 2014

Summary

• Goal of survey was to better understand the challenges and interests of the Renewal Experts LinkedIn community members.

• Stats and takeaways:– 22 members took the survey during April, 2014– 59% (13/22) lead or manage their renewals program– 41% feel there is poor visibility into customer adoption, including metrics

and usage data– Sales and operations functions are the areas that most feel they need the

most help with– Polls and results are the communities’ least favorite resources– There are a couple strong points of view members of the group would like

to actively share and discuss including:• Revenue protection• Annual maintenance is a critical part of the overall organization• Management of on-time renewals• Customer experience, engagement and voice of the customer initiatives

3

Individual Question Responses

02468

10

What is your role in managing the renewals business at your company?

27%

32%

41%

What is the greatest challenge you face in managing your renewals business?

Managing the volume of re-newals each monthCompetitive pressure eroding your cus-tomer basePoor visibility into and quality of cus-tomer adoption metrics/usage data

6

Lower growth forecasts will negatively impact budgets

Identifying technologies that make sales and marketing more efficient

Transforming the company’s business model to embrace cloud-based solutions

Focus on talent development and skill gap coverage

Minimize risk of lowering margins and loss from competition

Concerns of slow sales due to economic climate

Launching/modifying products & services to generate revenue and meet customer needs

0 1 2 3 4 5 6 7 8 9 10

What do you see as the most pressing/pertinent issue(s) to your role and organization in respect to

recurring revenue management?

7

Operations Sales Channel mgmnt/comms

Executive engagement

0

1

2

3

4

5

6

7

8

9

10

What is at least one area you wish you could clone yourself to manage within

your renewals business?

8

Polls and their results

Thought provoking questions

Blog posts

Whitepapers

Industry news and articles

-1 1 3 5 7 9 11 13 15

What resources shared within our community would you find most bene-

ficial?