Sales & Customer Success Alignment
The ongoing struggle to align marketing and sales is well documented and often discussed. However, for SaaS companies specifically, another key departmental alignment hasn’t gotten enough attention: sales and customer success. These two teams are just as closely linked as sales and marketing, but are in some ways less likely to cooperate fully. Unfortunately, this breakage can lead to unhappy customers, fewer upsells, and worst of all — higher churn rates.
Acquiring new customers is expensive. But do you know just how much of a difference new customer acquisition versus existing customer upsells and renewals can make to your bottom line and your growth?
The tightening SaaS climate has changed how software companies finance growth. Here, InsightSquared and Gainsight CEOs analyze the downturn and talk fundraising, growth, and scaling.
SaaS companies don’t become profitable by closing a lot of deals; they become profitable by making their customers happy. Here’s what the CEO of Gainsight taught me about the importance of customer revenue.
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