From the Wires
InsideView(R) Relationship Manager Reduces Account Churn by 25% With New People Alerts
Account Managers Use Relationship Manager Alerts to Anticipate and Navigate Key People Changes Within Accounts for Greater Profit and Ongoing Revenue
By: Marketwire .
Jan. 7, 2013 12:47 PM
SAN FRANCISCO, CA -- (Marketwire) -- 01/07/13 -- InsideView, the sales intelligence leader that empowers sales and marketing professionals to get in and win, today showcased Relationship Manager People Alerts, new functionality within its flagship customer intelligence product that monitors organizational changes that affect decision makers within key accounts. The new feature within Relationship Manager monitors key individuals within target accounts to track and alert about organization changes such as resignations, new hires, changes in reporting structure or title.
"The cost of customer churn is extremely high, especially in SaaS or subscription businesses," said Umberto Milletti, CEO of InsideView. "Existing accounts are 45% more profitable than new accounts. As more and more businesses adopt subscription relationships as their main form of delivery, nurturing each account and growing it becomes paramount to business success. Up to 30% of accounts that are lost are the result of organizational changes or the loss of an internal sponsor. Relationship Manager enables proactive management of strategic accounts as key people change positions, get promoted, or leave the company, resulting in greater account retention and growth."
Relationship Manager People Alerts help account managers improve customer retention rates by giving them an early warning for key organizational or company changes that affect their accounts. Alerts are delivered to account managers proactively via email, in their CRM system and in the InsideView account profile. The application also flags opportunities for additional sales and account expansion as key individuals take on new responsibilities. The industry's first customer intelligence solution designed specifically for the needs of customer success and strategic account professionals, InsideView Relationship Manager has been widely requested across InsideView's 200,000+ users.
People Alerts gives account managers a complete view of staff changes within a target account, enabling them to stay abreast of key organizational changes. The new functionality monitors changes within target accounts such as when a key contact leaves the company. It then suggests a similar contact within the target account. People Alerts also tracks new employees that join target accounts and identifies their new and former title as well as the companies they came from. Finally, when possible, Relationship Manager People Alerts monitors and identifies the new position and company for contacts who leave a target account.
InsideView Relationship Manager delivers customer intelligence that allows account managers to tap into and listen to the account and its people to stay on top of the pulse of a company. Relationship Manager provides customer intelligence that helps account managers identify new influencers and decision makers, build stronger relationships, and find opportunities to grow accounts. The solution automates the monitoring of customers, with email or CRM system alerts and notifies them about organizational changes and business developments that affect their account relationships.
In addition to timely alerts, Relationship Manager enables account managers to anticipate account changes and proactively develop contingency plans for account retention and growth.
"The ongoing research of The HotLine Magazine's Customer Success Management Initiative strongly indicates that Disconnection, the loss of the relationship with the customer's decision maker, is a prime cause for customer churn," said Mikael Blaisdell, Publisher/Analyst - The HotLine Magazine. "It is vital for SaaS vendors to keep current with what is happening with their customers' organization. Customer Intelligence isn't optional in the Cloud; it's a requirement."
Complete, Integrated Solution Puts Critical Information Front and Center
InsideView Relationship Manager People Alerts is available now for InsideView users who upgrade to InsideView Relationship Manager.
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