Tuesday, 10 March 2009

Volume Discounting

Having established at least a beachhead with 500+ insurance companies, brokers, buyers, law firms and others I'm focusing our sales, marketing and customer service on moving beyond 1 login:1 user to corporate licenses with our accounts.

The goal is to provide what clients want, when they want it and the way they want to consume the information.

Our clients are overwhelmingly receptive to this approach as they want to find the path of least resistance to get our information to their staff in the cheapest and easiest route.

Our service has expanded in breadth and depth so that many clients are canceling other services to accommodate a greater spend with Advisen within existing budgets.

2009 customer implementations have all been solutions-oriented rather than one-size-fits-all.

As we get set to publish our rate card for this solutions-oriented approach, I'm researching how best to reward customers for doing more business. Any comments from readers would be much appreciated to mpower@advisen.com. How do you volume discount in your business?

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