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Unlock Customer Growth: Data-driven Strategies for Expansion Revenue

Unlock Customer Growth: Data-driven Strategies for Expansion Revenue

Post-sales teams everywhere need to make up the revenue gap from new business shortfalls. But it would be best if you had the right tools and processes to grow customer revenue by increasing expansion opportunities and reducing churn.

Join us for an expert session where we unravel the mysteries of retention and expansion, offering practical, data-driven strategies for successfully identifying and closing customer opportunities.

You’ll walk away learning how to turn every customer interaction into a potential gold mine for growth, turning insights into actions that drive revenue and foster deeper customer relationships.

Discussion topics

  • Turning Insights into Action: Identifying Expansion Opportunities

  • The Customer Success Equation: Balancing Retention and Expansion

  • Locking in Growth: Techniques for Closing Expansion Opportunities

Key Takeaways

  • Show your customers the full landscape - not just what they have but how much they could save for products they don’t have - it’s not a sales conversation. It’s surfacing value capture for their business.

  • To drive expansion opps effectively, you need to understand how expansion is behaving today - what products in your org’s offerings drive the four key levers of pipeline: deal volume, velocity (time to close), ACV, and win rate.

  • Successfully leveraging multi-threading techniques in customer interactions has proven instrumental for account retention and expansion. This includes:

    • Paying close attention to customer conversations, identifying stakeholders mentioned, and initiating follow-ups or introductions.

    • Utilizing tools like LinkedIn and ZoomInfo to develop an organization-wide account understanding and engaging with key players.

    • Continually identifying stakeholders impacted by your success metrics and connecting with them.

    • Inquiring about future use case scenarios, identifying potential affected parties, and seeking introductions to these individuals.

    • Applying these strategies can enhance our customer relationship management, potentially leading to greater growth and customer satisfaction.