The Revenue Formula

3 levers of customer growth (with Dan Steinman, Chief Evangelist at Gainsight)

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Hypergrowth comes from existing customers - and you have three growth levers to pull with customer success.

We talked with Dan Steinman, Chief Evangelist at Gainsight about those levers.

  • (00:00) - Introduction
  • (07:00) - How do you grow through your customer base?
  • (10:16) - Why don't we celebrate customer revenue?
  • (13:04) - A leap of faith
  • (16:47) - CS and PLG
  • (20:20) - Don't raise prices, reduce discounts
  • (24:43) - What's the role of the CSM?
  • (29:58) - How to upsell
  • (33:11) - CSMs and discovery
  • (39:00) - CSMs and commissions
  • (42:57) - The product and the price
    • ...more
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    The Revenue FormulaBy Toni Hohlbein & Raul Porojan
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