The Most Important Metric for Sales Leaders in Subscription Businesses to Track and Use to Drive Revenue Growth

| July 8, 2019

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Subscription businesses that charge customers monthly for using their offerings are expanding rapidly in response to consumers’ and b-to-b buyers’ desire to try a product and walk away easily if they’re not achieving the expected value. However, the subscription-based business model puts tremendous pressure on sales organizations to facilitate a seamless transition between the buyer and customer journey and ensure customers are seeing the value they were promised during their evaluation. Many sales leaders are drowning in data and struggling to figure out what key metrics they should track to reveal their progress in growing subscription revenue. One powerful, simple metric enables sales leaders to pull the right levers to grow revenue: the ratio of customer lifetime value (LTV) to customer acquisition cost (CAC).
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MCG Health

MCG, part of the Hearst Health network, independently develops evidence-based care guidelines and software solutions that guide healthcare professionals to do what's right for the patient. Updated annually, our transparent assessment of the latest research and our analytics give providers, payers, employers, and government-contracted quality organizations the vetted information they need to ensure the appropriate care is given in the appropriate setting.

Spotlight

MCG Health

MCG, part of the Hearst Health network, independently develops evidence-based care guidelines and software solutions that guide healthcare professionals to do what's right for the patient. Updated annually, our transparent assessment of the latest research and our analytics give providers, payers, employers, and government-contracted quality organizations the vetted information they need to ensure the appropriate care is given in the appropriate setting.

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