Saas Business Management

How We Serve CEOs, CROs, & CCOs

• SaaS Operating Model – It all starts with having clearly defined roles and responsibilities for the delivery of your SaaS service. ECI will help uplevel your RACI to an industry leading model for SaaS and include all cross-functional roles executing the customer experience.
• Renewal Methodology & Playbook- Interested in increasing gross retention rates (GRR) for your business? ECI will help you align your renewal methodology to industry best practices and arm your sales and CS teams with a playbook to ensure renewals happen early.
• Customer Health Scoring – Are your customer health scores based on leading or lagging indicators? Are they product specific? Do they capture the holistic drivers of health in a balanced scorecard?  ECI will bring a best-in-class perspective to reboot your approach to customer health.
• Risk Review Process – How confident are you in your renewal forecast? Does your inspection and forecasting framework have the necessary rigor to detect churn ahead of time? ECI will provide a runbook with the operational rigor your sales and CS leaders need to hold teams accountable for performance and deliver results.  Our approach has helped organizations drive GRR in the mid 90s.
• Expansion Cross Sell/Upsell Programs –Interested in growing Net Retention Revenue (NRR)? Leverage ECI’s industry leading programs to increase wallet share in your customer accounts.
• Go-To-Market Playbook – ECI will arm your sales and account management teams with a go-to-market “playbook” or sales guide to effectively market your SaaS offerings, outpace the competition and grow ARR.
• Seller Profiles and Compensation Models-  Do you have the right talent for a high-performance sales function?   Does your compensation plan incent the right focus and behavior?  ECI will help you uncover gaps in seller skillsets, adjust your hiring profile and align compensation plans to corporate goals.
• Executive Sponsor Program – Is your sales team effectively fostering and maintaining CXO-level relationships?  Do you have an established cadence for monthly and quarterly check-ins?  ECI will help you launch an effective sponsor program to ensure the long-term success of your program.