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Post Sales Revenue Strategies

for CS Leaders & CSMs

Co-led by Anika Zubair & Jan Young

December 5, 2023

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Housekeeping

  • Links in the Chat:
    • Slides & Resources
    • Breakout Session Notes
    • Slack Community
    • LinkedIn Group
  • Session Format:
    • 10 Minutes Intro
    • 10 Minutes Topic Intro
    • 20 Minutes Breakout
    • 20 Minutes Group Discussion

The session will be recorded�

Raise your Hand  �Use the Chat box

Open & Trusted Forum

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Continuous Learning & Insights

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Post Sales Revenue Strategies

  1. Land & Expand Mindset
    1. Subscription Model & Consumption Model
    2. GRR, NRR, CAC, Break-Even, CLT, CLV:CAC ratio, tracking CSQLs & CSQAs
    3. “CS Sandwich”
  2. CS at the Intersection
    • Customer Goals
    • Company Goals
  3. Execution: Aligning with Revenue
    • Daily Tasks vs Business Objectives
    • Customer Needs Leading to Business Objectives
      1. Connection & Prioritization
  4. Right Person, Right Product, Right Time
    • Pre-Sales vs Post-Sales

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Breakout Session Questions

Lightning Round of Intros

  • Name
  • Current/ Most Recent Role & Company
  • Status: Job Seeker, First 6 months, 6+ months

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  • How do you/ your team bridge between outcomes for your company vs outcomes for your customer? How can you proactively tie CS metrics to revenue? (Leading & Lagging)

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  • Jobseekers: How do you tie your CS metrics to revenue & business growth/ outcomes? (Leading & Lagging)

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Resources

Books

  • Never Split the Difference, Chris Voss
  • Getting to Yes, Fisher, Ury, Patton

Sites

Articles

LinkedIn

Videos & Webinars

Metrics Book of Business.xlsx