Toolbox Nurture and adoption

Nurture & Adoption Optimization (Workshop)

Nurture & Adoption Optimization

- the fast track to an ideal sales- and marketing process for a subscription business

Today’s challenge The new world of subscriptions is far different from the old world of perpetual licenses with regards to how customers buy and adopt new technology.

Customers do not have the same incentive for renewing their subscriptions as they did for renewing their maintenance plans (i.e. protecting their investment).

It is now vital to ensure customers both implement and use their software successfully, creating a genuine need for them to renew their Autodesk subscription.

It is our responsibility to make sure our customers are achieving their expected outcomes from their purchased software solution.

Autodesk partners have already implemented streamlined renewal processes, now it is time to focus on optimizing the nurturing and adoption process.

Customer success and customer experience is a new organizational strategy.

Nurture & Adoption Optimization (Workshop)

Workshop

Agenda (1 Day workshop) • Introduction

Nurturing & Adoption Optimization will start with a oneday workshop based on the current business situation of the individual partner.

• What nurture and adoption activities are Autodesk doing?

• What resources are available from Autodesk and Future Group to help implement nurture and adoption activities?

• What systems do you currently have in place today?

• What resources do you have available?

• What processes can we automate?

• Deeper look into data such as Early Warning System, Business Booster data, LifeCycle dashboard etc.

• What is customer success – and why should your organization invest in this?

•

Definition of the different subscription terms

• The 4 pillars of subscription (Process, Programs, People and Performance) •

LAER Model

•

Customer Success

•

Action points – next step

Outcome • Create new thinking on how to get an improved internal process • A thorough introduction to various performance reports and notification dashboards.

• A thorough understanding of having the right metrics in place and what they are.

• A documented N&A process explaining where you are and where you can optimize Processes,

The workshop is dialogue based and our experienced Partner Management team will lead you through a process where your current situation is matched with best practices from leading partners within the world of Autodesk.

Programs, People, and Performance.

• A realistic nurturing plan with named resources The Nurture & Adoption Optimization is an ongoing project and will not be completed after one day of the workshop. We will need to continue to improve and validate the nurturing processes as we move forward.

Future Group will be your trusted advisor and team player throughout the whole process.

3. Buy Enable purchase

6. Renew Ensure renewal

After Sales 5-6 5. Adopt maximize value

2. Decide Guide research

Business Booster

Business Booster

Sales 1-3

1. Discover Attract prospects

Delivery 4 4. Onboard support deployment

Nurture & Adoption Optimization (Workshop)

Preparations

Summary

Partner’s thorough preparation is key to a productive

Target audience:

outcome from the workshop. The partner is expected

Sales management, Subscription Sales team and

to gather information 14 days prior to the workshop on

Marketing.

how the onboarding and adoption process is executed today and a mapping of who does what. In addition, the partner will go through Future Group’s Nurture and Adoption Optimization Checklist together with the Partner Management team prior to the workshop, in

Duration: 1 day – and follow up after the workshop.

Investment: 8.000 - 10.000€

order to understand the partner’s process(es) today.

The partner will also receive material prior to the

ROI:

workshop to be Nurture and Adoption prepared.

•

Customer retention

•

Increase revenue

•

Customer satisfaction and loyalty

External influenses According to Bain & Company, it costs 6-7 times more to acquire a new customer than retain an existing one - increasing customer retention rates by 5% increases profits by 25-95%.

Concrete expectations to value of ROI will be discussed through the workshop.

Premises: Partner Travel Expenses: Partner

Contact If the above is of interest, please contact your Partner Manager