Accountability Revenue potential Strategy 
Totango
APRIL 9, 2024
This would establish shared accountability for net revenue retention (NRR) and ensure that all functions are incentivized to focus on long-term customer success. This approach results in stickiness and retention that generate ongoing revenue potential.
ClientSuccess
OCTOBER 5, 2020
When a new customer first comes onboard with an organization, the CSM will map out the customer lifecycle journey that highlights areas of growth potential within an account. Understanding this potential – aka a customer’s long-term value – can help measure the ROI of a customer.
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Totango
NOVEMBER 23, 2021
An optimized upsell strategy uses customer data to monitor when customers are in the market for upsell offers, as well as when customers are dissatisfied and in need of attention before they’ll be in the market for an upsell. The more often this occurs, the more obstacles you face implementing your CS strategy.
ChurnZero
OCTOBER 26, 2021
Taking a one-size-fits-all approach to customer engagement isn’t the best strategy. Because organizations cannot afford to lose their largest customers, they default to prioritizing accounts with high ARR. It’s also a great way to devote attention and effort to building relationships with customers that have the most revenue potential.
Amity
DECEMBER 5, 2018
Winning by Design is a premier provider of strategy consulting and coaching programs for SaaS Sales and Customer Success organizations. We are about to launch our second course designed for CSM’s and Account Managers in charge of expansion revenue. I started as an Advertising Account Executive in New York.
inmoment
NOVEMBER 6, 2019
In a world where e-commerce is constantly evolving, more and more traditional quality assessment strategies are becoming obsolete. Your organization needs an all-encompassing customer experience (CX) strategy that grants you peripheral views of customer service shortcomings, as well as insights into the most critical lines of your business.
DMG Consulting
MAY 15, 2018
For most of the past 20 years, the primary go-to-market strategy for this sector was direct sales. As this market matures, a vast ecosystem of partners has emerged to participate in this large revenue opportunity. Given that this represents only 11.4
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