Renewal and Expansion

A Practical Guide to Sustainable Growth for B2B and SaaS Enterprises
Erscheinungsjahr 2026
ISBN: 978-981-9237-87-6
Verlag: Springer

Buch, Englisch, 316 Seiten, Format (B × H): 155 mm x 235 mm

Reihe: Management for Professionals

This book revolutionizes subscription growth by addressing a critical gap: 80% of SaaS revenue comes from existing customers (Gartner), yet most strategies ignore cultural nuances. Through the Tao-Fa-Shu-Qi (Strategies-Methodologies-Tactics-Tools) framework—blending Eastern philosophy with Silicon Valley execution—it offers a hybrid methodology proven in China’s hyper-competitive SaaS market. Learn from how leading Global SaaS companies drove renewal and recurring revenue in China and even Asian market, as well as how to leverage AI-powered up-sell engine for current AI era. Whether defending against commoditization or navigating relationship-driven deals, this is the ultimate playbook for infinite growth.

Zielgruppe

Professional/practitioner

Autoren/Hrsg.

Tian, Junsong

Chen, Jacky Jianrong

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Management Strategisches Management
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing

Inhaltsverzeichnis

Part I: Renewal Section.- Chapter 1. Principle of Renewal - Why Do Customers Renew.- Chapter 2. The 'Method' of Renewal: How to Make Customers Renew.- Chapter 3. The 'Techniques' of Renewal: To What Extent Must We Execute for Customers to Renew.- Chapter 4. The 'Tool' of Renewal: Utilizing Resources to Achieve Renewal.- Chapter 5. Application of 'Strategies, Methodologies, Technique, Tools': How Managers Efficiently Manage Value Delivery Teams.- Part II: Up-sell and Extension.- Chapter 6. Design of Up-selling Products.- Chapter 7. Exploring and Converting Up-sell and Expansion Opportunities.- Chapter 8. Team Collaboration Management for up-sell Business.- Chapter 9. AI in SaaS Renewal and Up-sell: Reimagining "Tao-Fa-Shu-Qi" for the Artificial Intelligent Era.

Über Autor(innen)

Junsong Tian , Founder of Renewal Enablement Consulting & Management. He is a renowned B2B SaaS Renew and Up-sell Expertise in China, having 10+ Years B2B SaaS Customer Success management experiences in Finance, Medical and Real Estate industries. He is the author of China’s first systematic guide on SaaS renewal and up-sell.

Jacky Chen , Snr. Strategic Solution Advisor at SAP. Former Adobe & Oracle Team Lead, Salesforce solution early practitioner and SaaS evangelist in China region. 15+ years in enterprise SaaS across customer success, cloud adoption, AI & digital transformation.