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Ryan Turcotte

Ryan is an Account Manager at Higher Logic, managing corporate and association clients, helping them align technology to their business objectives. Prior to Higher Logic, he has worked in various enterprise software environments, and has a passion for sports data.
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How to Use Customer Engagement Data to Identify New Sales Opportunities

Written by Ryan Turcotte on October 10, 2019 at 2:00 PM | 6 minute read

Customer upsell and cross-sell is a huge revenue opportunity for subscription-based software businesses, but many sales teams tasked with account expansion face a similar problem: It’s not always easy to tell which customers are ready for an upsell or cross-sell pitch, and which ones you should continue to nurture. 

Determining where each customer is in their (ideally) lifelong journey with your company can be challenging, and just like new-customer acquisition, trying to make a pitch or close a deal without first segmenting customers will decrease your effectiveness.

But don’t worry: there’s something to look forward to in the world of customer expansion. In today’s business climate, we have access to more data on existing customers than ever before. You can follow your customer’s digital footprint to find qualified growth opportunities within your customer base.

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Topics: Customer Communities, B2B Communities, User Group Communities, Customer Engagement, Online Community

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