2007, Churn, Software and Territories

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2007

Churn

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Enterprise sales lessons: How I almost closed Google, Intuit & Oracle

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OCTOBER 8, 2019

Enterprise sales can be a treacherous territory if you’re an inexperienced startup founder. It was mid 2007. So we assumed that since they were paying for the software and the pilot their team would make sure to get maximum benefit from it and turn the pilot into a success. Organizational Churn. From B2C to B2B.

Oracle

Oracle Enterprise Enterprise Google

Case study: How Zuora drives 60%+ of its growth by outbound, even when accounts need nurturing for years

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SEPTEMBER 19, 2019

Zuora was founded in 2007 by K.V. Zuora has three customer types that need them: Software-as-a-Service (SaaS): These companies are obviously “born into subscription.” Reduce churn. Do lots of territory planning, and a lot of planning per account. Well if someone could make that math work, they’d be billionaires!

Outbound

Outbound Case Study Ideal Customer Profile Account

Sales Pro Central

Enterprise sales lessons: How I almost closed Google, Intuit & Oracle

Case study: How Zuora drives 60%+ of its growth by outbound, even when accounts need nurturing for years

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