Hello folks, I’ve observed the trend for prospects taking the decision to invest in annual subscription rather than multi-year agreements.
My view is that the SC can help drive deeper commitment from the client by demonstrating the longer-term value the client will get from a more strategic commitment and engagement. In my business (SEO - Search Engine Optimization) successful outcomes are more of a marathon than a sprint, organic traffic has to be earned over time and when achieved that outcome is typically maintained for the longer term, as opposed to say, PPC - Pay Per Click marketing, where the benefit stops when the payment stops.
That narrative however does not necessarily translate to multi-year subscriptions, especially during periods of uncertainty.
So my question: What strategies do you think the SC team and SC management can put in place to help the AE/sales organization secure longer-term commitments from clients during these especially challenging times?
Any thoughts on this subject will be greatly appreciated.
Stay safe everyone!