Conference Presentation

Accelerating SMB Customer Revenue Growth through Redefining Sales and Services Roles

This report is for Expand Selling members only

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Sage is undergoing significant changes in how they approach the customer engagement lifecycle across land, adopt, expand, and renew, especially as it relates to their existing small and medium business (SMB) customers. They are rethinking every aspect of the customer engagement model, including:

  • How do we define our sales and services roles to optimize expansion revenues?
  • How do we redefine how our various organizations work together and avoid “kingdom” building?
  • How do we structure our roles to effectively promote adoption as a way to drive expansion revenue growth?
  • How do we define and better leverage different channels, including automated sales, to efficiently drive new revenues?

In this session, Sage will share their experiences, including early successes and potential pitfalls to avoid, as they embark on this journey to drive revenue growth at scale. 


TSIA is well worth the investment. This is the one place where you can come and get a fusion of ideas that you can then marry up to the goals and objectives of your organization and boil that down into several actionable plans that you can implement over the next 6 months to a year.

Peg Rodarmel, SVP, Subscription Services, Infor

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