How to Increase Client Lifetime Value with Precise Nurturing, the Channel, and More

Increased B2B buyer scrutiny, expanding buying groups, and extended sales cycles have resulted in pipeline slowdown for many companies this year.

This challenge has become a catalyst for strategies to maintain and expand on the value of existing clients to secure lasting value.

However, succeeding with this approach is not without its own obstacles as buying groups continuously evaluate their tech stacks against their top priorities:

• Strategic business needs
• Flawless integration
• Growth enablement

The month's Beacon takes a deep dive into 4 tactics and opportunities for maximizing your client lifetime value (CLTV) and expanding your reach into new markets to empower your growth.

Lead nurturing is a central pillar of high-performance demand—whether your revenue teams are building relationships with prospective clients or delivering post-purchase support, lead nurturing is essential for CLTV.

However, the capabilities of effective lead nurturing are also its greatest challenge, as nurturing is unlikely to drive outcomes without precise personalization.

Our lead nurturing guide breaks down how to craft full-funnel strategies with content marketing that aligns with the unique needs and buying stages of your target buyers.

Read to craft a nuanced lead nurturing and content strategy.

IT spending is projected at between $4.9 and $5.1 trillion this year, with roughly 73% of spend passing through channel partners (according to Canalys and Gartner, respectively).

The continued vitality of the channel space is due to both its adaptability and efficiency in reaching broader audiences at affordable rates—positioning the channel as a valuable growth opportunity.

In his guide, Matt Dalton , Strategic Head of Channel at INFUSE, explores the basics and benefits of channel marketing, as well as its importance and how to begin leveraging it.

This also includes a breakdown of the role of demand generation in channel marketing as a driver of innovation and greater CLTV. If you are still unsure why partner ecosystems are critical to growth in 2024 and beyond, this resource is for you.

Read to get started with channel marketing.

Securing higher CLTV begins at the middle of the funnel, as leads start to receive outreach as part of follow-up strategies.

Optimizing your lead follow up is of critical importance—especially considering the key role it plays in conveying a positive brand impression in combination with your unique value proposition.

Our article outlines the top ten common mistakes to help you align your follow up strategies with best practices and to ensure your prospects enjoy a seamless buyer experience.

These range from targeting to timing parameters, and how to craft follow up that adapts to meet evolving buyer needs, while contributing to their progression along their buyer's journey.

Read to discover the top ten lead follow up mistakes.

Developing high-quality client journeys for your prospective buyers is essential for ensuring that your collective sales and marketing efforts drive conversions.

Personalization and relevance are core elements of this process, along with flexibility to meet changing buyer needs and avoid a prescriptive approach.

Larysa Zakirova , COO at INFUSE, outlines a detailed process for building client journeys that are tailored to your target buyers and business goals.

The guide also covers the benefits of congruent client journeys and equips you with actionable insights to developing your own successful strategies—aligned with the maturity and capabilities of your teams.

Read to drive your conversions with effective client journeys.

Thank you for reading!

We hope that this month's content picks help you generate revenue opportunities and higher CLTV for your business.

You can find more content on the trends and top strategies defining demand excellence this year on our Insights page.

See you next month,

The Content Team