Welcome!

Recurring Revenue Authors: Elizabeth White, ManageEngine IT Matters, Pat Romanski, Liz McMillan, Yeshim Deniz

News Feed Item

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

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
Relationship Manager is the only solution designed to provide complete customer intelligence for account management professionals, it provides several benefits for companies looking to increase customer retention and revenue, including:

  • Rich social and corporate graphs that identify connections to key decision makers.
  • News and social insight monitoring enables sales professionals to connect with customers at relevant times and in a timely manner.
  • Alerts about key business that signal a customer's need for additional products.
  • Automated watch lists that allow account managers to more effectively monitor all customer accounts for competitive threats as well as up-sell and cross-sell opportunities.

InsideView Relationship Manager People Alerts is available now for InsideView users who upgrade to InsideView Relationship Manager.

About InsideView
InsideView is the leading provider of sales intelligence solutions to B2B sales and marketing organizations, helping sales professionals get in the door, and win once they're in. InsideView provides the critical business insights, social connections and deep contact information to effectively engage and convert the most promising prospects. As part of its solution, InsideView provides training, service and success management to promote the most productive use of sales intelligence and track the ROI it generates. InsideView is seamlessly integrated with all major CRMs, including Microsoft Dynamics CRM, SugarCRM, Oracle FusionCRM and CRM On Demand, SAP CRM and SAP Sales on Demand, Salesforce.com, and NetSuite. InsideView products are used by more than 200,000 sales and marketing professionals, and over 1,000 market-leading companies including Adobe, BMC, FranklinCovey, Experian and SuccessFactors. InsideView was founded in 2005 and is headquartered in San Francisco, California. For more information, visit http://www.insideview.com.

Add to Digg Bookmark with del.icio.us Add to Newsvine

Contact:
Kelli Tejada
+1 (415) 271-9820
Email Contact

More Stories By Marketwired .

Copyright © 2009 Marketwired. All rights reserved. All the news releases provided by Marketwired are copyrighted. Any forms of copying other than an individual user's personal reference without express written permission is prohibited. Further distribution of these materials is strictly forbidden, including but not limited to, posting, emailing, faxing, archiving in a public database, redistributing via a computer network or in a printed form.

@ThingsExpo Stories
In his session at @ThingsExpo, Eric Lachapelle, CEO of the Professional Evaluation and Certification Board (PECB), provided an overview of various initiatives to certify the security of connected devices and future trends in ensuring public trust of IoT. Eric Lachapelle is the Chief Executive Officer of the Professional Evaluation and Certification Board (PECB), an international certification body. His role is to help companies and individuals to achieve professional, accredited and worldwide re...
IoT solutions exploit operational data generated by Internet-connected smart “things” for the purpose of gaining operational insight and producing “better outcomes” (for example, create new business models, eliminate unscheduled maintenance, etc.). The explosive proliferation of IoT solutions will result in an exponential growth in the volume of IoT data, precipitating significant Information Governance issues: who owns the IoT data, what are the rights/duties of IoT solutions adopters towards t...
The current age of digital transformation means that IT organizations must adapt their toolset to cover all digital experiences, beyond just the end users’. Today’s businesses can no longer focus solely on the digital interactions they manage with employees or customers; they must now contend with non-traditional factors. Whether it's the power of brand to make or break a company, the need to monitor across all locations 24/7, or the ability to proactively resolve issues, companies must adapt to...
With the introduction of IoT and Smart Living in every aspect of our lives, one question has become relevant: What are the security implications? To answer this, first we have to look and explore the security models of the technologies that IoT is founded upon. In his session at @ThingsExpo, Nevi Kaja, a Research Engineer at Ford Motor Company, discussed some of the security challenges of the IoT infrastructure and related how these aspects impact Smart Living. The material was delivered interac...
With major technology companies and startups seriously embracing Cloud strategies, now is the perfect time to attend 21st Cloud Expo October 31 - November 2, 2017, at the Santa Clara Convention Center, CA, and June 12-14, 2018, at the Javits Center in New York City, NY, and learn what is going on, contribute to the discussions, and ensure that your enterprise is on the right path to Digital Transformation.
No hype cycles or predictions of zillions of things here. IoT is big. You get it. You know your business and have great ideas for a business transformation strategy. What comes next? Time to make it happen. In his session at @ThingsExpo, Jay Mason, Associate Partner at M&S Consulting, presented a step-by-step plan to develop your technology implementation strategy. He discussed the evaluation of communication standards and IoT messaging protocols, data analytics considerations, edge-to-cloud tec...
New competitors, disruptive technologies, and growing expectations are pushing every business to both adopt and deliver new digital services. This ‘Digital Transformation’ demands rapid delivery and continuous iteration of new competitive services via multiple channels, which in turn demands new service delivery techniques – including DevOps. In this power panel at @DevOpsSummit 20th Cloud Expo, moderated by DevOps Conference Co-Chair Andi Mann, panelists examined how DevOps helps to meet the de...
When growing capacity and power in the data center, the architectural trade-offs between server scale-up vs. scale-out continue to be debated. Both approaches are valid: scale-out adds multiple, smaller servers running in a distributed computing model, while scale-up adds fewer, more powerful servers that are capable of running larger workloads. It’s worth noting that there are additional, unique advantages that scale-up architectures offer. One big advantage is large memory and compute capacity...
"When we talk about cloud without compromise what we're talking about is that when people think about 'I need the flexibility of the cloud' - it's the ability to create applications and run them in a cloud environment that's far more flexible,” explained Matthew Finnie, CTO of Interoute, in this SYS-CON.tv interview at 20th Cloud Expo, held June 6-8, 2017, at the Javits Center in New York City, NY.
The Internet giants are fully embracing AI. All the services they offer to their customers are aimed at drawing a map of the world with the data they get. The AIs from these companies are used to build disruptive approaches that cannot be used by established enterprises, which are threatened by these disruptions. However, most leaders underestimate the effect this will have on their businesses. In his session at 21st Cloud Expo, Rene Buest, Director Market Research & Technology Evangelism at Ara...
The current age of digital transformation means that IT organizations must adapt their toolset to cover all digital experiences, beyond just the end users’. Today’s businesses can no longer focus solely on the digital interactions they manage with employees or customers; they must now contend with non-traditional factors. Whether it's the power of brand to make or break a company, the need to monitor across all locations 24/7, or the ability to proactively resolve issues, companies must adapt to...
Artificial intelligence, machine learning, neural networks. We’re in the midst of a wave of excitement around AI such as hasn’t been seen for a few decades. But those previous periods of inflated expectations led to troughs of disappointment. Will this time be different? Most likely. Applications of AI such as predictive analytics are already decreasing costs and improving reliability of industrial machinery. Furthermore, the funding and research going into AI now comes from a wide range of com...
In this presentation, Striim CTO and founder Steve Wilkes will discuss practical strategies for counteracting fraud and cyberattacks by leveraging real-time streaming analytics. In his session at @ThingsExpo, Steve Wilkes, Founder and Chief Technology Officer at Striim, will provide a detailed look into leveraging streaming data management to correlate events in real time, and identify potential breaches across IoT and non-IoT systems throughout the enterprise. Strategies for processing massive ...
SYS-CON Events announced today that GrapeUp, the leading provider of rapid product development at the speed of business, will exhibit at SYS-CON's 21st International Cloud Expo®, which will take place October 31-November 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA. Grape Up is a software company, specialized in cloud native application development and professional services related to Cloud Foundry PaaS. With five expert teams that operate in various sectors of the market acr...
Internet of @ThingsExpo, taking place October 31 - November 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA, is co-located with 21st Cloud Expo and will feature technical sessions from a rock star conference faculty and the leading industry players in the world. The Internet of Things (IoT) is the most profound change in personal and enterprise IT since the creation of the Worldwide Web more than 20 years ago. All major researchers estimate there will be tens of billions devic...
SYS-CON Events announced today that Ayehu will exhibit at SYS-CON's 21st International Cloud Expo®, which will take place on October 31 - November 2, 2017 at the Santa Clara Convention Center in Santa Clara California. Ayehu provides IT Process Automation & Orchestration solutions for IT and Security professionals to identify and resolve critical incidents and enable rapid containment, eradication, and recovery from cyber security breaches. Ayehu provides customers greater control over IT infras...
SYS-CON Events announced today that MobiDev, a client-oriented software development company, will exhibit at SYS-CON's 21st International Cloud Expo®, which will take place October 31-November 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA. MobiDev is a software company that develops and delivers turn-key mobile apps, websites, web services, and complex software systems for startups and enterprises. Since 2009 it has grown from a small group of passionate engineers and business...
SYS-CON Events announced today that Cloud Academy named "Bronze Sponsor" of 21st International Cloud Expo which will take place October 31 - November 2, 2017 at the Santa Clara Convention Center in Santa Clara, CA. Cloud Academy is the industry’s most innovative, vendor-neutral cloud technology training platform. Cloud Academy provides continuous learning solutions for individuals and enterprise teams for Amazon Web Services, Microsoft Azure, Google Cloud Platform, and the most popular cloud com...
SYS-CON Events announced today that CA Technologies has been named "Platinum Sponsor" of SYS-CON's 21st International Cloud Expo®, which will take place October 31-November 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA. CA Technologies helps customers succeed in a future where every business - from apparel to energy - is being rewritten by software. From planning to development to management to security, CA creates software that fuels transformation for companies in the applic...
We build IoT infrastructure products - when you have to integrate different devices, different systems and cloud you have to build an application to do that but we eliminate the need to build an application. Our products can integrate any device, any system, any cloud regardless of protocol," explained Peter Jung, Chief Product Officer at Pulzze Systems, in this SYS-CON.tv interview at @ThingsExpo, held November 1-3, 2016, at the Santa Clara Convention Center in Santa Clara, CA