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On Demand Webinar

Planning for Growth in Strategic Accounts

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Customer Growth is no longer just the job of Sales. It requires Customer Success, Support, and Renewals functions to build selling capabilities in support of the classic Sales approaches. In new XaaS offers, where customers can try-and-buy on their own, effective Expansion and Renewal is a must if accounts are to grow to their full potential.

But how does this play out when it comes to your biggest, most important customers? Can these newer engagement models still be effective when pretty much everyone, all the way up to the CEO, is invested in the relationship?

Join Steve Frost, VP & Managing Director, Revenue Research and Advisory, and Jack Johnson, VP, Customer Growth and Renewal Research, as they discuss best practices for organizing Account Executives, Specialty Sales Reps, CSMs, Renewal Specialist and Support to effectively coordinate functions to grow revenue.

This 45-minute interactive and dynamic session will feature real-time polling, an extended Q&A, and will outline the following topics:

  • Strategy Alignment to promote win-win relationships
  • Effective use of Data and Analytics
  • Team Selling and Revenue Workflow
  • Optimized organizational structures

 

Presented By:

Steve Frost

VP & Managing Director, Revenue Research and Advisory, TSIA

Jack Johnson

VP, Customer Growth and Renewal Research, TSIA

Publish Date: January 11, 2022