This is part five of a five part series between Tyler Pyburn, host at The Pulse Network, and Colin Bower, Chief Revenue Officer at The Pulse Network, as they explore the concept of The Pulse Network’s revenue model.
Here at The Pulse Network, we’ve not only grown significantly as an entire company, but also have added growth to our revenue stream as well.
As our economy still seems to be recovering from the significant blow it has taken over the past several years, many people are concerned whether it’s even possible to grow your companies revenue stream in an economic crisis. I simply say you absolutely can because we’re doing it right now. At The Pulse Network our first step, when dealing with clients, lies on establishing a relationship, as in any standard sales acquisition. Then we provide our client with something called a proof-of-value. The proof-of-value, whether it be 90 days, 120 days, or even a multiquarter, should always end with quantifiable measures; a quantified number of leads generate a quantified number of customers converted or qualified, or even just a measure of retention. A proof-of-value lets the customer put a specific financial value on the what we’ve done for them as a service.
Another step you need to take is to be willing to get into pilot budgets in order to demonstrate that proof-of-value that you’ve previously discussed with your client. If you’re not sure of the service you’re bringing to the table for your partner, then it’s not going to work for you. In our case, at The Pulse Network, we’re able take the proof-of-values and get into the long term contracts (90 days, 120 days, or multi-quarter).
When you understand your business and know what works, then you’ll know what value you can add so you won’t be afraid of demonstrating that through a proof-of-value. This is why The Pulse Network has been so effective in generating increased and sustainable growth on the top line.
Colin Bower is the Chief Revenue Officer at The Pulse Network and can be reached on his Twitter or email, firstname.lastname@example.org