October 2024
Beginner
368 pages
7h 53m
English
book
The Harvard Business Review Sales Management Handbook
by Prabhakant Sinha, Arun Shastri, Sally E. Lorimer
Content preview from The Harvard Business Review Sales Management Handbook
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18. Managing a Recurring Revenue Business
Every company dreams of keeping a customer forever. The first requirement to achieving this is to continuously provide value to that customer. Digital subscription and consumption businesses have continuous value realization built into their offerings. Salesforce is an exemplar of this type of business. Starting as a software-as-a-service provider of CRM, Salesforce became a behemoth in many things as a service (software, platform, infrastructure) with applications for sales, service, and marketing, along with various development platforms, messaging and collaboration applications, and more.
In the digital-first world, companies with physical products are increasingly creating recurring revenue ...
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