Industry White Papers

Many companies calculate their renewal rates by dividing the closed transaction dollars by the number of opportunity dollars available. While this renewal rate is usually a reasonable benchmark of performance, it rarely provides insight into how to actually improve future renewal  performance and maximize revenue.

This paper identifies the three components that must be measured in order to continually improve renewal rates. These components enable making decisions about process, systems, staffing and policy as well as maximizing customers’ opportunities.

In this white paper, you’ll also learn why customers say no, the causes and impact of erosion in the initial renewals opportunity that occurs over time, and the importance of tracking when contracts renew.

The paper details insights into increasing service revenue performance and features research from Gartner.

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