Case Study: Optimizing Revenue Yield from Subscription Renewals

Scout Customer Success was used by the Global Financial Information publisher's sales department to align renewal pricing of contracts with customer usage trends to maximize renewal revenues.

THE BUSINESS CHALLENGE

Negotiating effectively with customers to find a fair price
Poor visibility into customer utilization of service
Inability to rank customers based on value received

THE BUSINESS RESULTS

Improved total revenue renewed by 14 percent
Increased year over year revenues
Improved sales force efficiency
Increased profitability of customer base

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