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Is Customer Success the New Sales?

The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base – through up-sells, cross-sells, and expanded use... (More)

Lean Startup: Why It Rocks Far More Than Agile Development

Lean Startup is a disciplined, scientific and capital efficient method for discovering and building products and services that people love. Pioneered by entrepreneur and engineer, Eric Ries, the Lean Startup method will thoroughly change how you think about and practice... (More)

Courting and Cross-selling: The Secrets of Low-churn SaaS Firms

McKinsey & Company’s research into SaaS companies serving large and mid-enterprise customers shows that companies with annual churn rates of 20% or more see slower growth in annual recurring revenue than others that manage to hold onto their customers.

Shawn... (More)