Customer Tailored ROI Models
Startups do a great job in developing return on investment models/forecasts for their investors. However, they don’t spend enough time and effort in developing the same for their customers. Customer engagements that are supported by a basic return on investment numbers and timeline helps in setting quantifiable metrics that can support subscription extension and renewals. The best time to introduce these returns is during the sales cycle and it’s important to get the customer’s agreement on their commitment to use the product and the timeline of the returns.
We specialize in developing return on investment models for your customers that can help justify investment in your product during the sales cycle and establish a foundation for measuring kpi’s and parameters. Each model is customized based on customer pain points, priorities, user journeys. The information can be anchored with customer’s quarterly/annual goals to set the stage for conversations around renewals and extensions.
Design Partnership Models
It’s a common practice for early stage companies to build a product roadmap that is influenced by enhancements requested by their most profitable customers. At the outset this appears to be an easy way to drive towards customer satisfaction and build features and capabilities that will be used and in turn ensure long term customer retention. However, all it takes is a handful of such customers to change the the roadmap to an unmanageable tangle of development, support and sales challenges. The fear of losing existing customers then slowly leads to expenses that weren’t factored in at the time of agreeing to build the enhancements.
Thanks to the multiple instances where we have experienced such situations, we have built models that can help calculate the actual cost of entering a design partnership and provide a medium to articulate such costs and charge customers accordingly. In many instances, using such models helps gauge the level of customer commitment towards new requests as well as help companies adjust their own expectations from the partnership.