IDG Contributor Network: Natero brings predictive analytics to customer lifecycle management
The old adage goes that it's far better to sell another dollar of service to an existing customer than it is to do so to a new customer. Existing customers know your business and your product and hence are an attractive group to look to expand revenue from.
Software-as-a-Service (SaaS) companies, in particular, spend lots of time trying to intuit from witnessed customer behavior what that customer's intentions are, and in doing so avoid any churn or make a pitch at a point when a customer is ready to expand their business.
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