Successful SaaS Sales Renewals
Whitepaper Three: Managing Channel SaaS Renewals Performance and Success Metrics/KPIs
This whitepaper is the third in a series devoted to the topic: “How to Engage the Channel for Successful SaaS Renewal Sales”. In our first paper, Sales Renewals: A Primer, we introduced the importance of both change and risk management when it comes to renewals. In addition, we identified proven management tactics to address the inherent challenges to the renewals business. Above all, our intent being to help companies ensure they have the right partners for the right offers. In the second paper, Best Practices for Leveraging the Channel, we dug deeper inside the vendor organization to examine best practices for engaging and enabling partners, in order to minimize preventable churn and eliminate “organizational dissonance”.
This third and final paper on Renewal Performance and Success Metrics/KPIs focuses on Data. Specifically, on ways to manage incomplete and untimely information, through a comprehensive “digital workplace” that captures, packages and distributes key performance metrics to all critical stakeholders. Although much has been written about key SaaS metrics, very little of what’s available to vendors includes considerations of the specifics relating to partners and partnering. Yet this information is vital as vendors need to know how their company strategy impacts relevant KPIs.
Managing Channel SaaS Renewals Performance and Success Metrics/KPIs Includes:
- A Comprehensive Framework for Performance Measurement and Management
- Defining Metrics
- Packaging the Metrics for Maximum Impact
- Questions for Further Discussion
Special Thanks To:
– Bryan Koyano, Global Program Manager at Extreme Networks
– Stuart Campbell, Renewals Manager at Nintex
– Donna Walter, Manager, Sales and Operations at Mitel
– Tim Willey, SVP Commercial Strategy and Operations at ForgeRock
To sum up, we hope our whitepaper series provides input into productive meetings within your organization. Not to mention as topics for discussion with your channel partners and counterparts in other companies.