Revenue Protection

If yours is like most businesses, 80% of sales come from 20% of your customers (Pareto’s law).

Your directors or senior sales execs are likely to look after these critical clients whilst your business development managers (BDM’s) will probably look after the middle tier. The issue with this typical model is that your transactional or low spending customers (which can yield good margins) are often overlooked until you realise they’ve left you or are just about to.

VST will act as your retention & sales team and can call the bottom 20-30% of your client base who are probably too small to warrant a regular face-to-face meeting. In our experience, sometimes these clients aren’t even regularly called.

At a lower cost than your in-house resources, we will ensure that this crucial set of customers still feel valued. In doing so, our sales team will also improve your customer retention whilst identifying new business opportunities such as cross-selling or contract renewals. Given the opportunity to look after your lower spending customers we will retain this group securing your business.

Investing in our services and employing us as part of your sales team means you gain significant growth on the bottom line, without having to increase your head count.

Revenue Protection FAQs

What does revenue protection mean?

Revenue protection can mean different things in business. For us, it means retaining your existing customers and ensuring they feel valued. They are the ones already spending money with you so this important income stream needs to be protected – it will cost much more to win new customers. This team can often be referred to as the ‘Retention Team’. 

How can you protect business revenue?

Our revenue protection service focuses on retaining existing customers and ensuring opportunities are never missed. We usually work with your smaller customers (your in-house sales team will look after the biggest ones), making sure they stay engaged whilst also looking for new business opportunities (e.g. cross selling and contract renewals).