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A
Anonymous
December 24, 2015
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Revenue Cycle Models

  • December 24, 2015
  • 3 replies
  • 2870 views

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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Best answer by Josh_Hill13

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.

3 replies

A
Anonymous
December 24, 2015

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

Josh_Hill13
Josh_Hill13Accepted solution
New Participant
December 24, 2015

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.
    A
    alex.stanton
    New Participant
    December 24, 2015

    Are you looking at setting up three models?

    A
    Anonymous
    December 26, 2015

    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

    A
    alex.stanton
    New Participant
    December 26, 2015

    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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