Case Study: Panaya, an Infosys company, achieves 240% renewal revenue growth with Totango

How Panaya Increased Renewal Revenue 240% Using Totango

Panaya, an Infosys company and leader in ERP change analytics and enterprise software testing, relied on its customer success team to drive renewals and upsells but lacked unified, actionable product-usage data. Without clear visibility into which customers were succeeding or failing, the team had to rely on anecdote and manual preparation, making it hard to prove value or prioritize at-risk accounts.

In 2013 Panaya implemented Totango to segment accounts, monitor usage at the account and user level, and create rich account profiles for proactive value reviews. This allowed CSMs to focus on high-impact activities, streamline meeting prep, and rescue at-risk customers—resulting in a 13-point lift in renewal rate, a 240% increase in renewal revenue, and securing major renewals including a $2M account.

Panaya

Ariel Utnik

VP of Customer Success