What’s the Value of Customer Advocacy
Lead generation, brand reputation, and company valuation.
Customer Advocacy is absolutely measurable, whether that be the percent of your lead generation sourced from direct customer referrals or your strengthened market reputation due to the high volume of raving fans that leads to a higher value for your brand. Customer advocacy supports your sales process with highly qualified and engaged leads that come in your door pre-sold, in addition to validating the buying decisions of prospects engaged through your marketing and sales process. With your customers listed on your website and referral boards across the internet, customer advocacy plays an ever-increasing role in your revenue production process.
In business-to-business sales, 60% of the purchasing decision occurs from buyers self educating using publicly available information sourced outside the sales process
(Source: Aberdeen Research Group)
Why Invest in Customer Marketing
Customer Advocacy developed by customer marketing.
Effective customer marketing is a sign of marketing and sales alignment, and a core component of revenue operations. Through customer marketing, you are able to expand relationships with clients — which also improves retention rates and revenue performance. According to the 2017 State of Customer Marketing Survey, 39% of respondents with Customer Marketing Programs are unhappy with the performance, with 27% are not even measuring revenue generated from these programs. When marketing and sales are aligned, then sales will trust marketing to get effective messaging to customers and marketing will trust sales to carry out the up-sell or cross-sell opportunity. Up-sell revenue, cross-sell revenue and renewal rate are the most important Key Performance Indicators to measure related to customer advocacy.
A good relationship with an existing customer opens doors to discover other needs and introduce other product or service offerings that may value. This is the most effective way to help your salespeople sell new products or services.
Satisfied Customers will learn about new products or services through Customer Marketing; plus because they have bought from you before, the close rate for selling additional solutions is exponentially higher than the close rate for selling to a first-time customer.
The retention or attrition rate is important to measure in any business, with the renewal rate especially important in any recurring revenue business model such as membership, subscription, and SaaS as well as in fundraising for nonprofit organizations.
Less than 50% of respondents have customer marketing programs focused on up-selling, cross-selling, and renewal revenue opportunities.
(Source: 2017 State of Customer Marketing Survey)
(Source: 2017 State of Customer Marketing Survey)
Customer Advocacy ROI
Increase your profit margins with Customer Advocacy
We believe in creating customer advocacy through designed Customer Success initiatives. Customers need to be delighted in all facets of your business, so they go out and literally make sales calls on your behalf. They do this for your benefit and at little cost to you. From a B2B perspective, customer success means that you actively participate as a trusted partner in your customer’s business success. By utilizing this concept, we help you develop a powerful commercialization strategy.
What Jon has to say about Atomic Revenue...
The language and terminology you helped us develop through the Core Messaging Program have really improved our effectiveness in lead generation, as well as with speaking to new prospects in general. The new messaging helps us quickly convey the value propositions that are important to our customers.
What Adam has to say about Atomic Revenue...
The Financial Operations Model by Atomic Revenue was instrumental in gaining traction and generating revenue for our software service company.
What Nathan has to say about Atomic Revenue...
Tara and Atomic Revenue were invaluable in our process to streamline multiple data points to provide and present the KPI reporting that really matters to Executive Management.
Marketing Operations Director, Enterprise Bank & Trust
What Jason has to say about Atomic Revenue...
Atomic Revenue has greatly impacted my work experience at OMiga, by shortening my sales ramp-up period. Their sales tools have helped me communicate real value to the 17 new clients I have on-boarded since joining OMiga only 7 months ago.
Sales Executive, OMiga
What Tom has to say about Atomic Revenue...
One of the most valuable outcomes of our engagement with Atomic Revenue has been the Impact Declarations. Now seeing how powerful they are in collateral it is clear why Value Propositions aren’t enough.
Co-Founder & CTO, Boosterville
What Karen has to say about Atomic Revenue...
When I met Atomic Revenue, bank leadership was happy with our traditional marketing but we had no marketing attribution data. Without performance benchmarks, we cannot measure the effectiveness or return-on-investment of a marketing budget. The market required a shift away from traditional marketing campaigns, but credible ROI metrics would be necessary to measure the improved impacts on buying behavior. This is the problem that Atomic Revenue solved for us.
Sr. VP Marketing
What Hassan has to say about Atomic Revenue...
We were looking to build our brand and better understand how to implement a digital marketing strategy designed to attract, engage and retain clients. Atomic Revenue's Digital Operations Audit shed light on what was working, and not working as well as we would like, allowing us to focus on what needed to be done without spinning our wheels.
Director of Operations, HIPPAtrek
What Josh has to say about Atomic Revenue...
The digital audit Atomic Revenue performed for us was very thorough and was followed up with practical and concrete ways to improve performance, save money and approach our digital marketing efforts."
Director of Digital Marketing, Decantery
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