With 70.1% of total revenue coming from sales to existing customers, delivering value is the competitive advantage to strive for. Margot Howard of Kapta talks through how tracking goals and outcomes is critical to consistently exceed your customer’s expectations.
While pricing is often more of a sales exercise, CS teams that own or contribute to revenue (which is really all of them!) should have a strong opinion on pricing and how it relates to expansion. Kyle Poyar of Openview Partners presents an inclusive guide featuring the best resources available to help you determine your ideal SaaS pricing model.