Why you need a partner-driven B2B installed base program
How many of your programs are geared towards new customer acquisition versus retention?
Considering existing customers are 50% more likely to try new products and spend 31% more on average in comparison to new customers, this translates to cross-sell and up-sell opportunities as well as faster time to money on new product adoption.
However, in reality, selling to installed base customers requires specific sales motions and content. This additional complexity and additional data analysis means it is often easier for Sales teams to wait for the natural refresh cycle. As long as it is under contract, it should be fine? Right?
Here are 3 elements for success with your partner-driven installed base activities: