B Company Cloud Security Product Existing Customer Maintenance Improvement Reasearch

Market competition has been keeping upgrading because of market breakdown brought by globalization.The gap between technology and product becomes smaller,the phenomenon of homogenization is increasingly obvious.How to maximize the limited customers share by using own advantages is an essential topic for every company under this circumstance,the most important is to maintain existing customers as there are certain limitations for developing new customers because of competition and cost.The level of maintaining existing customer will directly affect the company profit,hence it's not just about exploring the theory of existing customer maintenance but also exploring the combination between theory and practice.Company B as the object of this research is a globally company that provides cloud security solutions.Because recently their APAC renewal department has met some bottleneck issues which mainly come from the short of expectation of revenue and renew rate of maintaining existing customers,the writer took this as the goal of research and looked for the reason as well as solution.Through the domestic and international relevant research,the paper includes analysis of causes and influence factors.And base on the above summary,designed the improvement plan and the corresponding scheme of the implementation of the measures and safeguard measures including shorten the sales cycle,have regular return visit,optimize the operation system,etc.From the preliminary implementation,it improved the service quality and life cycle to existing customers,used different targeted strategy by defining the customer's value,increased the satisfaction and loyalty of existing customers,reduced the lost rate dramatically,increased revenue.The biggest innovation of this research is currently there's very limited research document about maintaining existing customers online,especially for cloud security industry.Hopefully this research can has certain reference value to other company in the same industry with B company in the need of enhance existing customers maintenance work...