Recurring revenue lives or dies on renewals. The CRM should never let one slip.
Early accessCubeCRM for technology & IT resellers
CRM for IT resellers, software companies, telecoms providers and technology suppliers - pipeline, renewals, recurring revenue and long B2B sales cycles.
- Technology
- UK hosted, set up in person
- 01234 672 617
Technology sales combine long B2B cycles, multiple stakeholders and a large and growing base of renewals: licences, support contracts, connectivity and subscriptions, each with its own term and date.
Miss a renewal and the customer re-tenders; forget a stakeholder and the deal stalls. CubeCRM holds each customer with its sites, contacts by role, contracts and renewal dates, tracks new business and renewals in separate pipelines, and forecasts one-off and recurring revenue separately - so the business can see both what it is winning and what it is at risk of losing.
- 90 days
Of notice before a renewal is due
- Split
One-off and recurring revenue
- By role
Technical and commercial buyers
What goes wrong
The problems that keep coming up
Not every business has all five. Almost every business we speak to has three.
Renewals tracked in spreadsheets
Licence and contract end dates live in a spreadsheet or the distributor’s portal. Renewals are noticed late, and the customer has already started looking elsewhere.
One-off and recurring mixed together
A large hardware sale and a small monthly contract are counted the same way, so the forecast says nothing useful about recurring revenue.
Technical and commercial buyers
The IT manager wants the product and the finance director signs the order. Deals stall because only one of them has been properly engaged.
Vendor and distributor quotes
Quotes depend on distributor pricing and vendor promotions that change, and are rebuilt by hand each time.
Support issues unseen by sales
Account managers walk into renewal meetings unaware of open support problems.
What we do about it
How CubeCRM is set up for technology
Configuration, not a separate edition. Everything here is in the same product - it is switched on and shaped during setup.
Contracts and renewal dates
Every licence, contract and subscription recorded against the customer with its term, value and renewal date, and reminders months ahead.
Separate renewal pipeline
Renewals flow into their own pipeline automatically, so they are worked as deliberately as new business.
Recurring revenue forecast
One-off and monthly recurring values held separately on each deal and reported separately in the forecast.
Stakeholders by role
Technical, commercial and financial contacts recorded on each deal, with gaps in engagement highlighted.
Price lists you can update
Product and service price lists imported and updated on a schedule, with customer-specific pricing applied to quotes.
Support in view
Service cases logged against the customer, visible to the account manager before any renewal conversation.
In practice
Two situations from this sector
Typical situations, anonymised. These are the kinds of problem businesses describe before they change anything.
- Case 1
Renewals found too late
Before
An IT reseller tracked several hundred licence and support renewals in a spreadsheet. Several each quarter were noticed within a fortnight of expiry, and some customers moved to another supplier.
With CubeCRM
Renewals are now contracts on the customer record, feeding a renewal pipeline ninety days ahead. Late renewals became rare and the renewal rate improved.
- Case 2
A forecast that hid the trend
Before
A telecoms provider’s forecast mixed one-off installation revenue with monthly contracts. A strong quarter of installations masked a flat recurring line.
With CubeCRM
Deals now carry one-off and recurring values separately. The recurring trend became visible, and the sales plan shifted towards monthly contracts.
How it happens
What getting started involves
The same five stages whatever your sector. Discovery and training can be done at your office, because sitting with the team tells us more than any questionnaire.
- 1
Discovery
A short, structured session on how enquiries arrive, how you quote, and where customer information lives now - the inboxes, the spreadsheet, the old CRM and the notebook in the car. We come back with what works as standard and what needs configuring.
- 2
Setup
Pipeline stages, fields, quote templates, email connection, teams and permissions set up to match how you sell - not a demo account with your logo dropped on it.
- 3
Data import
Contacts, companies, open opportunities and quote history brought across from spreadsheets, inboxes or your previous CRM, with duplicates merged. You check it against what you had before anybody switches over.
- 4
Training & rollout
Short, role-based training so the sales team learns the pipeline and the office learns enquiries and cases - in person where it helps. Guides and screen recordings left behind for new starters.
- 5
Ongoing support
UK support from the people who built the platform, with a named contact, agreed response times, and a product roadmap you can influence.
Questions
What this sector asks first
For sales and renewals, CubeCRM works well. If you also need ticketing, service tracking and client reviews built for MSPs, Cube Systems also publishes CubeMSP, which is designed specifically for that.
Yes. Price lists can be imported from spreadsheets or CSV files, and updated on a schedule where the distributor provides a regular file.
Yes. Each contract has its own start date, term, value and renewal rule, and a customer can hold as many as it needs.
Through the REST API and webhooks, yes. Customers, contracts and won deals can be kept in step with most platforms that have an API.
Where to start
The parts that usually matter most here
B2B CRM Software
A CRM built around companies, sites and buying groups rather than individual consumers - for long sales cycles, repeat business and accounts with many people in them.
Account Management Software
Plan, grow and protect your most valuable customers - with account plans, contact coverage, renewals and every conversation on the same record.
Sales Forecasting Software
A forecast built from the deals you actually have, weighted by stage and checked against your real win rates - not a spreadsheet filled in the night before.
Customer Service Software
Customer queries, complaints and after-sales issues logged as cases on the customer record - with owners, response targets and the sales team kept in the loop.
Related
Sectors with similar problems
- Professional ServicesCRM for consultancies, accountancy practices, surveyors, architects and other firms that win work through relationships, referrals and proposals.
- Marketing & Creative AgenciesCRM for marketing, design, digital and PR agencies - new business, proposals, retainers and client relationships in one place.
- Wholesale & DistributionCRM for wholesalers, distributors and trade suppliers - account management, call cycles, reorder patterns and trade pricing across a large customer base.
If your process really is unusual
Some requirements are specific to one business rather than one sector. Those get built against the same documented API everybody else uses - not bolted on to the side of a database nobody is allowed to look at.
Technology
Show us how you win work today
Bring one enquiry that went well, one that went nowhere, and whatever you use to track them now. That tells us more about whether this fits than any list of features.
