In sales, we know customer retention is critical for success in the subscription economy. For many tech companies in the SaaS space, it takes three years to break even. In insurance, which has toiled in the subscription economy for more than a century, the average break-even time is an incredible seven years. Because of that, sales compensation is starting to change. Reps who set the stage for continued engagement with the customer are rewarded better than reps who merely get a signature on a contract.
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Message for Marketers: Always Be Engaging
Posted by: Christopher J. Bucholtz June 1, 2015 04:32 PMIn sales, we know customer retention is critical for success in the subscription economy. For many tech companies in the SaaS space, it takes three years to break even. In insurance, which has toiled in the subscription economy for more than a century, the average break-even time is an incredible seven years. Because of that, sales compensation is starting to change. Reps who set the stage for continued engagement with the customer are rewarded better than reps who merely get a signature on a contract.