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Posts about B2B Communities

4 Ways to Use Your Online Customer Community to Increase Upsell and Cross-Sell Revenue

Written by Julie Dietz on July 11, 2017 at 8:30 AM

Here are four tips for using your online customer community to increase revenue from upsells and cross-sells.

Eighty percent of your future revenue will come from only 20 percent of your current customers. That highlights just how important your existing customers are to growing your business. Understanding what makes them tick and how to keep them engaged and purchasing is key to long-term success. 

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Topics: Customer Communities, B2B Communities, Customer Advocacy

How to Leverage Your User Group to Differentiate Your Company in the Sales Process

Written by Julie Dietz on May 30, 2017 at 8:30 AM

Your user group is a product feature that differentiates your company during sales.

Sales are competitive. Even companies with quality products that get great results must fight to win new customers because there are always half a dozen other options that customers are comparing to yours.

Every good sales professional knows that. They know that while potential buyers are talking to your company, they’re also talking to your competitors, weighing cost, functionality, support, and features that will help them achieve their goals.

Your company – and your sales team – need a way to break through the noise.

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Topics: B2B Communities, User Group Communities, Customer Support, Customer Success

How to Decide Between an Open Source or a Proprietary Community Platform

Written by Liam O'Malley on May 23, 2017 at 8:30 AM
How to decide between open source and proprietary community platforms

When designing your organization’s website and community, you need to think about what type of platform you want to build it on—in other words, do you want to build it on open source tools, like Wordpress or Joomla, or do you want to go with a proprietary source offered by a software as a service (SaaS) company? 

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Topics: B2B Communities, Associations, Online Community Software

The Great News in the Jive Acquisition

Written by Hunter Montgomery | on May 16, 2017 at 11:34 AM

Great news in the Jive acquisition

Last week, Jive announced it was being acquired by Aurea, which would make Jive part of the Aurea customer experience management platform. Whether the deal is good news for Jive and its investors, only time will tell, but it is certainly great news for the social software market, especially for online communities.

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Topics: B2B Communities

Why Online Communities Still Aren’t a Top Business Strategy (And How to Change That)

Written by Katie Bapple | on March 30, 2017 at 8:30 AM

Online communities managers need to focus on active advantages and better reporting to highlight business strategy.

Dear online community professionals,

We have work to do. Today, we are failing to showcase the inherent value we believe online communities can provide, because too many of our arguments are unproven. Beliefs are not facts. Beliefs don’t drive revenue.

We need to reach further, grow the ranks of our advocates and allies inside the office, and push ourselves to learn the information we so desperately need to grow and succeed.

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Topics: Online Community Management, B2B Communities, Associations

The Role of Online Communities and Customer Portals in Sales Enablement

Written by Mark Lowry on February 23, 2017 at 8:30 AM

Customer portals and communities play six key roles in enabling sales.

Sales professionals are some of the smartest, most people-savvy individuals you’ll ever meet. They can read your tone of voice, body language, and dig into your deepest needs to find the best product or service to meet them.

In the past, salespeople did all this either in person or over the phone. It’s certainly easier to read body language when you can see someone. But today, sales professionals don’t always need to meet prospects for lunch or call them to get the ball rolling. Now they can jumpstart the sales process – dare we say turbocharge it – by using online tools.

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Topics: Customer Communities, B2B Communities, Customer Success

Customer Engagement: New Research Underscores Opportunities for B2B Companies

Written by Julie Dietz on September 16, 2016 at 8:30 AM

Research shows that online communities are major customer engagement opportunities for B2B businesses.

My brother is a computer programmer for a major cable channel. He loves it. He loves computers, tablets, and technology in general. He always has the newest cell phone model (most recently the unfortunate Galaxy Note 7) and he's constantly lecturing me on staying up to date with the latest technology.

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Topics: B2B Communities

6 Little Things That Frustrate B2B Customers (That You Can Change This Year)

Written by Julie Dietz on May 20, 2016 at 8:30 AM

Six bad habits that frustrate B2B customers that you can change this year.

Have you ever seen a frozen pond break apart into dozens of floating ice sheets? It goes from a solid ice floor to a dangerous gauntlet of too-thin icebergs bobbing in the freezing water.

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Topics: B2B Communities

Close More Sales Using These 4 Insights From Your Online Community

Written by Julie Dietz on May 18, 2016 at 8:30 AM

Use activity data from your online community to close more sales.

In 1998, marketing guru Seth Godin estimated that the typical consumer came in contact with an average of 3,000 marketing messages per day. Even though that sounds like a lot, that number is only accurate for a world before social media, before smartphones, and before our dependence on e-mail was fully developed. The number has likely skyrocketed.

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Topics: Customer Communities, B2B Communities

What is Social Selling and Why Should You Be Doing It?

Written by Julie Dietz on May 16, 2016 at 8:30 AM

An explanation of social selling and its uses.

Sales techniques are like empires, they rise and fall with the changing the times, and it seems like every few years there's a new method for connecting with customers and closing deals. One of the most recent techniques that's been getting attention – and results – is social selling.

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Topics: Social Media, Customer Communities, B2B Communities

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