SAN RAMON, CA, May 21, 2014 - Ventana Research has launched its newest benchmark research, on Recurring Revenue. The research will examine how organizations are selling, invoicing and receiving payment for their products and services. It will explore the impact of various approaches to recurring revenue and the potential of these options to impact customer relationships and the customer experience.
The recurring revenue business model was introduced initially by telecommunications service providers who based their charges on an equipment/service charge, a monthly subscription fee and usage charges based on call time and data usage. Now broadly adopted across businesses, the recurring revenue model offers both benefits and challenges. The primary benefit for the provider is that most customers commit to a term-based relationship that generates revenue on a regular basis, and that revenue is based on periodic (typically monthly) fees and usage-based charges. The challenge is that to implement this model, companies need to create product and service catalogs; manage the customer life cycle from marketing through sales, billing and service; collect and calculate the cost of usage charges; and produce invoices.
"The dramatic business shift in selling and billing services towards a recurring revenue basis is changing the customer relationship and financial basis of organizations today,” said Richard Snow, VP and research director at Ventana Research. "With this shift comes complexity in how to manage invoicing and the interactions with customer to ensure a high level of customer retention and lowest possible churn.”
This benchmark research will quantify these emerging new approaches to recurring revenue in businesses today. It will determine the characteristics of new systems to support the recurring revenue model, explore their acquisition and deployment processes, identify best practices as well as dead-end approaches to be avoided, and assess the performance of organizations seeking to improve the effectiveness of their recurring revenue processes.
Those interested in learning more about or participating in this benchmark research can do so at www.ventanaresearch.com/recurringrevenue . The research is being sponsored by Aria Systems. Ventana Research, a leading business technology research and advisory services firm, provides qualified research participants with an incentive, complimentary report and presentation of the research findings as well as access to a free educational webinar on key findings from the benchmark research.
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