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Anonymous
Dec 24, 2015 4:09 AM UTC
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Revenue Cycle Models

I'm curious for any input on best practices in setting up Revenue Cycle Models for the following scenarios:

A) When a free trial is part of the sales cycle (but leads could still score up by activity).

B) When you have a direct and partner channel you want to grow and nurture.

C) When you have a partner tiering system (does anyone build the tiering into a RCM).

Thanks

Tim

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Josh_Hill13
Josh_Hill13Accepted solution
Level 10
Dec 24, 2015 4:02 PM UTC

It sounds like  you need two RCMs and separate out Partner and Users/End Users as Alex suggests.

  • free trials would get a higher score than other activities (assuming this is a big indicator for you).
  • partners - depends exactly what you have setup with the tiers. Normally I'd setup a partner interest to partner contract, but you could take the tiers into stages too if that makes sense for you. You could also have a model for Post Contract as Partners grow into deals and Tiers.
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5 replies

alex.stanton
Level 7
Dec 24, 2015 4:46 AM UTC

Are you looking at setting up three models?

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Anonymous
Dec 26, 2015 2:18 PM UTC

Hi Alex

Not necessarily three models, could be two or could be one, but was curious to see how people have integrated these three scenarios into their RCMs. What @Josh Hill​ and Jamie Lewis​ recommended makes sense, to have two RCMs and include A and C as stages in the model.

Thanks

Tim

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alex.stanton
Level 7
Dec 26, 2015 4:17 PM UTC

That totally depends on what you want to measure and how records proceed through the lifecycle. You could instantly MQL records who request a trial and measure what percent MQLd for what reason within the bucket itself. If leads that come in from the partner channel follow a different path, it does make sense to set up a second model.

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    Josh_Hill13
    Josh_Hill13Accepted solution
    Level 10
    Dec 24, 2015 4:02 PM UTC

    It sounds like  you need two RCMs and separate out Partner and Users/End Users as Alex suggests.

    • free trials would get a higher score than other activities (assuming this is a big indicator for you).
    • partners - depends exactly what you have setup with the tiers. Normally I'd setup a partner interest to partner contract, but you could take the tiers into stages too if that makes sense for you. You could also have a model for Post Contract as Partners grow into deals and Tiers.
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      Anonymous
      Dec 24, 2015 4:08 PM UTC

      a)  This could be a stage in your current RCM

      b)  You may have a second RCM for this case

      c)  This could be included in your second RCM

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