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Journal

Category: Customer Growth

Customer Growth
Who Should Own Renewals and Upsells: Sales or Customer Success Managers?
Boaz S. Maor and Jay Nathan explore one of the most common topics in customer success forums, conference, blogs and management meetings. Learn More ›
By Jay Nathan
B2B SaaS
40 SaaS Companies, 80 Customer Success pros, one room; What I learned
...the discourse has shifted toward execution and operations: building process and transforming organizations to capitalize on customer-centric growth opportunities. Learn More ›
By Jay Nathan
B2B SaaS
Why SaaS growth is about more than new logos
Opportunities exist outside of new logo sales to impact revenue growth specifically through upsell and renewal execution within the customer base. Learn More ›
By Jay Nathan
Customer Growth
Is Your Customer Segmentation Too Basic?
Most B2B SaaS companies know that not all customers are the same. The concept of segmenting customers, and building an account coverage model based on these segments, is not a new idea. Learn More ›
By Jeff Breunsbach
B2B SaaS
The Makings of a Great Customer Success Email
While there is still some level of automation involved, the combination of automation and personalization is a scalable way to engage with customers. Learn More ›
By Jeff Breunsbach
B2B SaaS
Should CSMs Own Cross Selling?
So, if your cross sell opportunities involve selling into a new group within an existing customer or against a competitor’s new logo sales executive, consider having an AE handle the opportunity. Learn More ›
By Jay Nathan
Customer Growth
Customer Success is the New Growth Plan
Even if there’s headroom in your market for new logo bookings, there’s value in upsell and renewal execution. Learn More ›
By Jay Nathan
Customer Growth
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. Learn More ›
By Jay Nathan

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