February 16th CPE - "How to Grow Existing Customer Revenue and Measure Collections KPIs"

When:  Feb 16, 2021 from 11:30 AM to 1:00 PM (MT)
Associated with  Denver - Centennial Chapter
Acquiring new customers is expensive and the longer you can retain them the more profitable your business can be. This is especially true for businesses that rely on repeat sales because long-term profitability comes from repeatedly providing products and/or services over an extended period of time. This webcast reviews the KPIs, retention metrics, and customer segmentation that can be generated from existing accounting data to inform revenue operations, sales strategies and marketing efforts. 

Accounts receivable is the largest source of credit exposure for many businesses. The need to measure and track collections performance for customers is critical. However, many businesses just do not have the right tools or the expertise in house to properly measure, track and improve performance in this area. Accounting data contains customer stories that drive long-term business value. Prepare your firm to take advantage of the insights that are possible to drive your clients to higher levels of success.

Learning Objectives:
  • Generate, interpret and use KPIs such as customer acquisition cost (CAC), customer lifetime value (LTV), churn rate, customer retention, net revenue retention
  • Discover RFM+T advanced customer segmentation and how it can help identify growth opportunities
  • Consider ways to share customer analytics results with other functional groups across the company or firm
  • Recognize and identify collections KPIs trends and issues
  • Define and understand several collections measurements
  • Discover tools and methods to apply to your business client

Note: IMA members will need to input their member number to ensure proper reporting with the IMA. Non-IMA members can put "n/a" as their member number. If you have any questions, please email us at denverima@gmail.com

Event Password: Denver0216

CPE Credit Hours: 1.5
Knowledge Level:

Prerequisites/Advanced Prep: None
Field of Study: Business Management

Speaker Biographies:


Brian is Cofounder and CEO of Tally Street. For small businesses who want to grow and get paid, Tally Street provides customer insights that help them keep and grow customers by using data to anticipate problems before they happen. Previously, Brian founded Hub Beverage, the first craft spirits distributor in Massachusetts. Prior to Hub, Brian co-founded Localytics and grew the company into the leading mobile engagement solution now installed on almost 2 billion devices. Prior to Localytics, Brian held senior roles in business development and product management at startups and Fortune 500 companies. Brian has an MBA in International Business from The George Washington University School of Business. 

Jim is Cofounder and Head of Customer Development of Tally Street, which uncovers customer stories hiding inside accounting data so small and midsize businesses can grow and get paid.

Previously, Jim helped start multiple craft breweries and mobile canning businesses. Jim was previously President of the Boulder market for FirstBank Holding Company in Lakewood, Colorado, $12 billion asset community bank. Jim has served on numerous non-profit boards, government task forces and business committees. Jim has degrees in Finance and Economics from Truman State University.