Driving revenue

The world is full of age-old questions that continually spark, often heated, debates. But to tap into one of the biggest quandaries of the SaaS zeitgeist… who should own customer renewals? Should it be sales? Customer success? Account management? Or perhaps a specialist renewals role?...

Are customer success teams – who are bringing in revenue growth via account expansion for upselling, cross-selling and renewals – being compensated with a commission on these sales?...

Customer Success Managers are a company's soldiers on the frontline of customer interactions. It'll come as no surprise that having this unique ear to the ground makes them ideally positioned to identify areas for driving revenue and expanding accounts....

From the early days of SaaS to the post-pandemic world, the landscape of customer relationships has dramatically shifted. That’s really what this article is about; I want to share my personal journey and make a case for why Chief Customer Officers (CCOs) should own revenue....

Cross-selling is a strategy that encourages customers to purchase additional, related products or services alongside their initial purchase....

Imagine a world where your most ardent advocates become your most powerful customer success force, effortlessly driving exponential retention and expansion through the sheer power of their enthusiasm....

In this article, I'm going to be talking about customer success as a growth driver. I hope that what I share is going to be relevant to your daily lives and that it sparks some interesting discussions....

Unlock the secrets to boosting customer lifetime value (CLV) and discover proven strategies for skyrocketing retention, renewals, and expansion rates, and gain valuable insights on optimizing the customer journey....

A company's success hinges on the satisfaction and success of its customers. But what does it mean to monetize customer success operations? How can businesses focus on delivering genuine value to their clients, while also improving their bottom line?...

At our first Customer Success Festival APAC, Jovana Djapa, Director of Customer Success at Blue Prism, gave a talk that outlined how customer success teams can drive revenue growth....

When I first started as a Customer Success Manager (CSM), one of the most challenging parts was identifying up-sell opportunities to grow current clients. There’s no doubt that there are so many different upselling techniques....

Platforms like Spotify, LinkedIn, or DropBox all offer a free version of their service with the option to upgrade to the premium model to unlock better features designed to make your user experience as valuable and smooth as possible....

I believe it's easier to get at what customer onboarding should be by identifying frankly, what it shouldn't be. The sophistication and comprehensiveness of each organization's onboarding motion exists somewhere on a spectrum....

In this article, I'm going to be talking about should CSMs own the revenue? I'm going to be sharing why and why not. This is a hotly debated topic so I'll be sharing points of view from both sides....

Your job is to empower sales reps to engage with customers. Customer journey mapping allows you to see those touchpoints in a more meaningful context....