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

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).

Spotlight

Barnhart Crane & Rigging

Since 1969, Barnhart Crane & Rigging has been providing innovative solutions to complex lifting and transportation challenges faced by heavy industry - from power generation to petrochemical to renewable energy, and beyond. Today with 47 branches across the U.S., Barnhart has one of the strongest equipment networks in the nation.

OTHER ARTICLES
Market, Engineering Tech

ICE asks: what should be in the UK's second National Infrastructure Assessment?

Article | July 11, 2022

With major demographic challenges on the horizon – including the growth and ageing of the population, coupled with the need to adapt to a changing climate – it is essential that we take a long-term approach to infrastructure planning.The National Infrastructure Commission’s (NIC) National Infrastructure Assessment (NIA) aims to do exactly that. Producing the NIA every five years is one of the NIC’s core responsibilities set out in its charter and its first such report, published in 2018, heavily influenced the government’s recent National Infrastructure Strategy.

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Construction

What is Environmental Engineering?

Article | July 14, 2022

Environmental regulations are tightening, resource extraction sites are nearing the end of their useful lives and must be cleaned up, and the list goes on. Environmental engineers are needed to take advantage of these career opportunities in order to ensure that human impact on the environment is sustainable. But exactly what is environmental engineering? What is Environmental Engineering? Environmental engineering entails both the protection of people from the environment and the protection of the environment from people. Environmental engineers, for example, help to protect people's health from the effects of pollution by designing pollution mitigation systems. When an environmental engineer, on the other hand, designs a system that treats waste to ensure that any spills into groundwater are less toxic, they are protecting the environment from the negative effects of humans. Environmental engineers rely on knowledge from a variety of disciplines, including chemistry, geology, physics, biology, soil science, and others, to complete their work; it is a highly interdisciplinary field. In which industries can environmental engineers work? Environmental engineers work in a wide range of industries and for a wide range of companies due to the wide range of tasks they perform. In this section, we will look at some of the most common areas in which they work. Oil, mining, and forestry are all resource industries that have a significant environmental impact. Companies in these industries frequently hire environmental engineers to minimize the impact these industries have on the environment in order to comply with government environmental regulations. For example, in the mining industry, an environmental engineer may be hired to treat mine waste to make it less toxic. Many environmental engineers go on to work for government agencies, assisting in the verification of companies' compliance with environmental regulations and, in some cases, developing environmental regulations themselves. Public infrastructure projects, such as dams and bridges, are another area where environmental engineers are needed. They are required to ensure that the environmental impact of these projects is kept to a minimum. Environmental engineers are responsible for safeguarding the environment against human impact as well as safeguarding humans against any serious negative effects caused by the environment. They can work in the resource industry, government, education, research, environmental clean-up companies, and engineering consulting firms. Environmental engineers are more needed than ever as stricter environmental regulations take effect around the world and there is a greater need to clean up anything that has a significant impact on the environment.

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Engineering Tech

Why Construction Companies Need Software Optimization

Article | July 13, 2022

The construction industry is a broad one and it includes different types of companies which supply construction materials or perform various types of building industrial, residential, commercial and institutional, etc. In such companies employees usually have to create and manage numerous documents, they also deal with an influx of orders, perform accounting, manage projects of all sizes, control materials flow and delivery. It may seem impossible to perform such amount of work without any automation tools. And yet many companies are still unaware of digital optimization and all benefits it offers.

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Construction

Zero-Energy Buildings: An Engineering Solution for Ecosystem

Article | July 14, 2022

Most buildings, whether residential, commercial, or industrial, consume a significant amount of energy over their lifetime, whether for lighting, heating, ventilation, or plugged-in devices. Buildings consume approximately 40% of global energy, 25% of global water, 40% of global resources, and emit approximately one-third of global greenhouse gases. The energy required to power these structures has risen precipitously in recent decades, putting an increasing strain on national power grids. This has increased the pressure to generate power by burning fossil fuels, contributing to the current climate change. This lethal cause and effect has compelled many engineers and policymakers to consider how we can reduce energy consumption in the buildings we build. What is a Zero-Energy Building? A zero-energy building (ZEB) is one in which the total energy used over the course of a year is equal to the amount of renewable energy produced - in other words, it produces enough energy to meet its own annual requirements. This means it does not require energy from the power grid, lowering greenhouse gas emissions. In addition to mortgage or bank repayments, utility bills are one of the most expensive running costs for these homes, offices, and manufacturing plants. So there are financial as well as environmental reasons for having ZEBs. The scope and approach of these terms vary, but the fundamental goal of reducing energy usage, improving building energy performance, and lowering greenhouse gas emissions applies to all definitions. Components of A Zero-Energy Building: A ZEB has two main components: reducing the building's energy consumption and producing renewable energy for on-site use. The first key element (lowering the total amount of energy used in a building) can be achieved through the use of energy-efficient lighting systems, insulation, better water management, improved ventilation systems, and smart meters. Even changing occupant behavior can have an impact on a building's energy efficiency. The second component (on-site generation of renewable energy) could include installing solar panels, small wind turbines, or micro combined heat and power systems to meet a building's electricity, heating, or cooling needs. Any excess energy generated by the building can be transferred to the national grid, allowing the building's owners to profit from their own thriftiness. Zero energy cities are an engineered extension of zero energy buildings. As more buildings become energy self-sufficient, communities and cities may become zero energy. This means that the total energy consumed by a city's infrastructure will be equal to the amount of renewable energy generated. Engineering solutions that create zero-energy buildings, whether residential, commercial, or industrial, are the first steps toward achieving zero energy cities - a transition that will be critical in slowing rampant climate change and that we must now accelerate.

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Spotlight

Barnhart Crane & Rigging

Since 1969, Barnhart Crane & Rigging has been providing innovative solutions to complex lifting and transportation challenges faced by heavy industry - from power generation to petrochemical to renewable energy, and beyond. Today with 47 branches across the U.S., Barnhart has one of the strongest equipment networks in the nation.

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SiriusDecisions Expands Benchmarking Performance Capabilities and Global Coverage

SiriusDecisions | July 10, 2017

SiriusDecisions has expanded its core industry benchmark database, the SiriusIndex™, the only one of its kind in the b-to-b industry, with new metrics across four major categories, including readiness, activity, output and results, and offered its clients unparalleled access to data from their peers with the introduction of its new Command Center™ platform. Now commercially available, it will enable business leaders to drive strategic and tactical changes informed by insights, best-in-class frameworks, readiness and performance metrics, and peer comparisons with the data, and qualitative guidance from SiriusDecisions analysts they know they can trust. With the data to support a variety of decisions from investments and organizational structures, to strategy development and process design, SiriusDecisions’ Command Center™ helps marketing, sales and product leaders realize competitive advantages, ensure smarter allocation of budget and human resources, and respond more nimbly to specific situations and opportunities.“We have made a major investment in data collection, analysis and the reporting engine fueling our client delivery portal called the SiriusDecisions Command Center™, which provides real-time access to more than 750 b-to-b industry metrics at your fingertips,” said Bruce Brien, Chief Technology Officer of SiriusDecisions. “The new platform will empower leaders to move quickly to energize their organizations’ performance and seize opportunities, with wiser organizational investment and resource allocation.”

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Diving into the new SiriusDecisions Demand Unit Waterfall

SiriusDecisions | May 30, 2018

SiriusDecisions since around the time when Rich Eldh and John Neeson gave birth to the company. I’ve found their frameworks especially useful in helping focus my teams’ actions and report on the value of our contributions. Perhaps you’ve found the same. For many years, the SiriusDecisions Demand Waterfall has been used as the standard framework for managing demand generation processes. The beauty of the original Demand Waterfall was its clarity and simplicity. Built as a useful guide, it was never meant to become “the law.” Yet over the past few years, many marketers have found themselves ensnared by a rigid, faithful type of application. From helpful leading indicators, we’ve created rigid sets of KPIs that lock us into a way of doing things and shape how we “see” our world. A host of short-sighted KPIs are now constraining our ability to innovate. At worst, they’re locking us into counterproductive behaviors that actually hurt our ROI. I’m talking here about KPIs that drive up volumes even as they drive down quality; about filters that ignore tangible evidence of demand in favor of titles and contacts at accounts that aren’t in the market at all. The newly announced SiriusDecisions Demand Unit Waterfall concept contains major insights that could open the door to a new wave of progress. These observations should help keep many of us from going over the falls in a barrel crafted of our own short-sightedness.

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SiriusDecisions Reveals Winners Of The 2018 ROI Awards

SiriusDecisions | March 30, 2018

The ROI Awards are designed to honor companies who excel in product development, marketing and sales through the use of SiriusDecisions’ research, frameworks and best practices. This year’s winners include: Cisco for its next-generation, blended approach to the engagement and retention of both partners and customers.Huron Consulting Group for centralizing marketing sales resources, revamping company branding and positioning and developing cross-functional processes.Illumina for creating content which is more accessible, scalable and relevant to its representatives. Imprivata for refocusing the company to target a single market, updating its ABM efforts and implementing SiriusDecisions’ Demand Unit Waterfall; and Vocera for enhancing its solutions and constructing a new marketing campaign to accompany the changes. “In today’s highly competitive market, companies with integrated marketing, sales and product capabilities have a distinct competitive advantage,” said Tony Jaros, President and Chief Product Officer of SiriusDecisions, in a statement. “This year’s ROI Awards winners seized opportunities to unify goals across departments and build programs that consistently achieve those shared objectives through unique implementations of SiriusDecisions’ models and methods.”

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Diving into the new SiriusDecisions Demand Unit Waterfall

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SiriusDecisions since around the time when Rich Eldh and John Neeson gave birth to the company. I’ve found their frameworks especially useful in helping focus my teams’ actions and report on the value of our contributions. Perhaps you’ve found the same. For many years, the SiriusDecisions Demand Waterfall has been used as the standard framework for managing demand generation processes. The beauty of the original Demand Waterfall was its clarity and simplicity. Built as a useful guide, it was never meant to become “the law.” Yet over the past few years, many marketers have found themselves ensnared by a rigid, faithful type of application. From helpful leading indicators, we’ve created rigid sets of KPIs that lock us into a way of doing things and shape how we “see” our world. A host of short-sighted KPIs are now constraining our ability to innovate. At worst, they’re locking us into counterproductive behaviors that actually hurt our ROI. I’m talking here about KPIs that drive up volumes even as they drive down quality; about filters that ignore tangible evidence of demand in favor of titles and contacts at accounts that aren’t in the market at all. The newly announced SiriusDecisions Demand Unit Waterfall concept contains major insights that could open the door to a new wave of progress. These observations should help keep many of us from going over the falls in a barrel crafted of our own short-sightedness.

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SiriusDecisions Reveals Winners Of The 2018 ROI Awards

SiriusDecisions | March 30, 2018

The ROI Awards are designed to honor companies who excel in product development, marketing and sales through the use of SiriusDecisions’ research, frameworks and best practices. This year’s winners include: Cisco for its next-generation, blended approach to the engagement and retention of both partners and customers.Huron Consulting Group for centralizing marketing sales resources, revamping company branding and positioning and developing cross-functional processes.Illumina for creating content which is more accessible, scalable and relevant to its representatives. Imprivata for refocusing the company to target a single market, updating its ABM efforts and implementing SiriusDecisions’ Demand Unit Waterfall; and Vocera for enhancing its solutions and constructing a new marketing campaign to accompany the changes. “In today’s highly competitive market, companies with integrated marketing, sales and product capabilities have a distinct competitive advantage,” said Tony Jaros, President and Chief Product Officer of SiriusDecisions, in a statement. “This year’s ROI Awards winners seized opportunities to unify goals across departments and build programs that consistently achieve those shared objectives through unique implementations of SiriusDecisions’ models and methods.”

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