The Revenue Formula

Drive customer growth

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The biggest growth lever you have? It's your customers. In this episode we talk about CSMs, incentives and 4 common expansion strategies.

  • (00:00) - Introduction
  • (02:17) - The CSM rule of thumb
  • (04:39) - It's decided then, this year we focus on our customers
  • (08:31) - The role of the CSM
  • (11:33) - 4+2 ways to drive expansions
  • (12:06) - Usage
  • (12:53) - Tiered
  • (13:31) - Add-on
  • (13:56) - Products
  • (14:14) - The add-on you can do today
  • (20:03) - The 2 bonus tricks
  • (21:27) - Track decisionmakers
  • (22:52) - Incentivizing CSMs
    • ...more
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    The Revenue FormulaBy Toni Hohlbein & Raul Porojan
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