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Alih-alih terpaku pada angka tertentu, manajer terbaik melihat apa yang terjadi pada tahun lalu dan bertanya pada diri sendiri bagaimana mereka dapat melakukannya dengan lebih baik. Pertanyaan yang harus ditanyakan oleh para manajer pada diri sendiri adalah: Apa yang kita lakukan sebagai sebuah perusahaan yang menyebabkan perputaran pelanggan? “Yang benar adalah bahwa apa yang dapat diterima sangat bervariasi menurut model bisnis dan sangat bergantung pada seberapa cepat dan efisien perusahaan dapat memperoleh pelanggan dan seberapa menguntungkan pelanggan dalam jangka pendek dan panjang. “Churn sangat penting bagi profitabilitas mereka sebagai bisnis perangkat lunak sebagai layanan sehingga perusahaan menganggapnya serius. Kesepakatan tersebut mungkin telah membantu perusahaan mendatangkan pelanggan baru, tetapi mereka biasanya adalah pelanggan yang sangat sibuk yang tidak bertahan untuk melakukan pembelian lagi ketika diskon besar tidak ditawarkan. Kami melihat ini di industri yang sangat mendorong harga di depan. Dan Avery mengatakan dia melihat churn lebih sering digunakan akhir-akhir ini. Namun, bukan hanya pemasar yang melihat churn. ” HubSpot dan banyak perusahaan lain telah mengembangkan analitik dan metrik yang menyertainya untuk memprediksi siapa yang akan pergi. Beberapa perusahaan lain – mereka yang memiliki tingkat churn lebih cepat atau yang kehilangan pelanggan adalah masalah besar – juga akan melihatnya setiap bulan.