Posted by: Matt Shanahan In the same way that Demand Rating™ helps maximize up-selling opportunities, it can also play a critical role in prospect to customer conversion efforts and opportunities. Take for example, the freemium model where a low end version of the product or service is offered for free with hopes of converting that prospect to a subscriber of a higher end product, or the free-trial model where prospects can try the product for a specific period of time before buying. How does the organization prioritize its conversion efforts? How does it know to which prospect the product is delivering the most value? By now you know the answer. Demand Rating gives a comparable number to work from. Conversion […]
Tag Archives | Up-sell
Demand Rating™ in the Real World—Up-selling
Posted by: Matt Shanahan Up-selling is another important play in the subscription revenue optimization game. When should you run that play? Again, Demand Rating™ provides new insight, offering quantitative indicators for when sales should pursue an up-sell opportunity. Recently, we spoke to a publisher that offers a subscription service to both corporations and individuals. Corporate subscriptions are driven by a corporate sales team that sells a premier service offering, while individual subscriptions are distributed through membership in a key professional association. The publisher had a hunch that if individual subscriptions being used inside a corporation could be identified, then they could up-sell a corporate subscription. Unfortunately, the publisher had no way to quantify the potential opportunity or take advantage of […]
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