Bizcast: SaaStories – In Conversation with Markus Rentsch, CEO, Remark-able.
Markus Rentsch is the CEO of Remark-able, a consulting company helping SaaS companies to turn churn into profitable growth. has developed a unique new business framework called Customer-Value-Led-Growth. Markus is passionate about challenging the status quo and coming up with new ideas. As a consultant, his mission is to take his customers to the top.
- Customer-Value-Led-Growth is an approach designed to continuously grow the value for the customer and their lifetime value in return. Most startups and other businesses spend an immense amount of time, effort, and money in increasing the number of customer acquisitions. This is inefficient and leads to very high churn rates of 15-17 percent. Instead, it makes sense for organizations to concentrate on the customers they already have and increase their success. Through greater customer success and profits sellers can ensure retention.
- Customer profits are a good indicator of customer success, because there is a high correlation between profitable customers and successful customers. The easy way to validate customer success is to see if they are expanding and procuring enhancements and upsell products. The value they are contributing will keep growing with time. These are the customers whose success should be paramount.
- Customer-Value-Led-Growth model envisages acquiring the right customer and maximizing customer success, and only after that monetizing it. There are four factors that contribute to customer retention or conversely churn. These are Customer expectation, product-market fit, onboarding and Customer success program. The customer success program attempts to engineer customer success.
These and more Stats, Data and inside stories in this insightful episode of SaaStories
Run time – 41.54 mins.