Owning the Number
Customer Success Management teams need to align themselves with revenue. … Read More Owning the Number
Tag: Sales
Channel Partner Success
It’s difficult to find reliable statistics on the failure rate of business partnerships. However, a CMO Council study from back in 2014 reported that as many as 60% of strategic alliances fail. Other sources report failure rates as high as 80% within the first 2 years of the partnership. Despite the failure rates, B2B SaaS… Read More Channel Partner Success
The Second Sale
The Second Sale begins immediately after the first sale is closed, and it’s a continuous flow of small wins.… Read More The Second Sale
Customer Success or Sales: Who owns SaaS Upsell, Cross Sell, and Renewal?
Who owns upsell? This is a classic question that every SaaS company must answer at one point or another. On one hand, Customer Success Managers interact with customers on a regular basis, have relationships, and understand the needs of users. On the other hand, Sales understands what it takes to move an opportunity from inception to… Read More Customer Success or Sales: Who owns SaaS Upsell, Cross Sell, and Renewal?
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