According to the New York State Attorney General, AOL's policy to discourage dial-up customers from disconnecting service resulted in bad judgement -- Every company wants to retain customers. But AOL Inc. went too far when it tied employee compensation to minimum �save� percentages. So says New York State Attorney General Eliot Spitzer, who this week announced a $1.25 million settlement with the online giant. The deal resolves a probe into complaints that AOL�s telereps failed to honor cancellation requests. The payment, covering $1.2 million in penalties and $50,000 in investigative costs, is the least of it: The company will also have to restructure its bonus plan. And it will have to implement third-party verification of member�s consent to continue services. Finally, it must repay New York customers for up to four months of improper post-cancellation charges. How did AOL get into this mess? AOL�s retention program has long been based on persuading people who call to cancel into staying. That entails finding the �sweet spot� that will appeal to individual subscribers, and is similar to others in the online industry, says spokesperson Nicholas Graham.
The subscription business model has been one of the big success stories of the Internet era. From Netflix to Microsoft 365, more and more companies are moving towards recurring revenue streams by having customers pay for access rather than product ownership. The subscription economy cuts across many industries -- such as streaming services, software, media, consumer products, and even transportation with the rise of mobility-as-a-service. A new market study by Juniper Research highlights the central challenge facing subscription businesses -- reducing customer churn to build a loyal subscriber installed base. Subscription Model Market Development The Juniper market study provides an in-depth analysis of the subscription business model market landscape and associated customer retention strategies. A key finding is that impending government regulations will make it easier for customers to cancel subscriptions, likely leading to increased voluntary churn rates. The study report cites the