The Science of Scaling

Q&A | How Do You Decide Whether CS or Sales Owns Revenue from Customers?


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Today we have another mailbag question, and let me tell you: I love these.


Today's question is one that's come up a lot lately for the portfolio over at Stage 2 Capital -- "How do you decide whether CS or Sales owns revenue from customers?"


Here's what you can expect:

  • Pros & cons in specializing roles between hunters and farmers
  • A framework for decision making based on LTV captured in the first sale
  • Designing the most motivating compensation plan
  • The concept of Leading Indicator of Retention
  • Why you need to collaborate with your CFO

  • So, keep the questions coming. You can drop it to me on LinkedIn. If you're on Spotify, there's a common section.


    You can drop it there. You can email us at [email protected] and maybe your question will tackle next.


    Grab the 3 Steps to a Perfect Pitch guide here https://clickhubspot.com/pitch


    The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown

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