CSM Flashcards
1
Q
What does ACV stands for ?
A
Annual Contract Value
2
Q
What is a ramped deal ?
A
When you start with a small amount of users in year 1 and increase the number of users through the year
3
Q
What is the TCV ?
A
Total value of a contract, including fees and recurring revenue for the period defined by the contract
4
Q
What does NLAC stands for ?
A
Next Level Adoption & Consumption is a new customer engagement model. 3 key objectives :
- Increase customer lifetime value
- Reduce customer churn
- Increase revenue quality & retention
5
Q
What are the 6 steps of the CVJ ?
A
1 - Discover (explore potential)
2 - Select (build the vision)
3 - Adopt (deliver the promise)
4 - Derive (maximize value)
5 - Extend (innovate and grow)
6 - Influence
6
Q
A
