SPICED: A Uniform Framework Across the Entire Customer Journey (Article 3 of 3)
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In previous articles, we described how SaaS and recurring revenue growth does not operate within the traditional marketing funnel, but a more complex, bow-tie model. We also looked at the effects of recurring rational and emotional impact.
SPICED is a uniform framework based on the fundamental principle that recurring revenue comes from recurring impact. Using SPICED as a framework, you can find and organize information systematically to ensure you understand your prospects’ background, pains, desired impact, and how and when they will commit to your solution.