The Revenue Formula

4 Reasons customers aren't expanding

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If you're north of $5M ARR, 40% of new revenue should come from existing customers. Are you seeing enough revenue from expansion?

Even if you're getting expansion, maybe you can get more - we talk about a few ways to achieve it.

  • (00:00) - Introduction
  • (02:34) - Why does expansion matter?
  • (05:45) - Challenges with Expansion
  • (08:19) - Strategies for Effective Expansion
  • (10:28) - Do you get the right customers and do they want more?
  • (19:14) - Add-Ons and Multi-Product Strategies
  • (26:45) - Customer Success and Resource Allocation
  • (28:34) - How many CSMs do you really need?

    • Mentions & Sources
    Openview SaaS benchmarks
    Elena Verna

    ***

    Connect with us


    🔔 LinkedIn: Toni / Mikkel

    ✉️ Newsletter: revletter.io

    📺 Watch: https://www.youtube.com/@growblocks
    💬 Contact: [email protected]

    *** 

    This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.


    That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.

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    The Revenue FormulaBy Toni Hohlbein & Raul Porojan
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