Category: Customer Marketing
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How do software startups grow via customers?
This week, Ellie Wu and I challenged the TechCrunch Disrupt audience to boost their growth and profitability by forming a PACT between their Marketing and Customer Success (CS) teams. Here were the takeaways: Growth and profits sunk in 2022. The median B2B SaaS growth rate dropped by 12pp and profit margins by 5pp (1). That’s…
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How much revenue should come from existing customers?
If you’re below benchmark, you might be missing upsell and cross-sell opportunities. Here’s how to grow faster by expanding your opportunity mix.
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How much does revenue cost?
There’s a “sweet spot” amount you should invest in post-sale programs–just enough your maximize return. By knowing just how much each opportunity type costs, you can better invest in acquiring more post-sale revenue at optimal margins.
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How many customer marketers should CMOs hire?
By under-investing in customer marketing, marketers might miss out on a key means of growth–regardless of the company’s stage. This deficit could “turn critical” in 2023. It’s a year in which many organizations expect demand from new customers to wane further.
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With which post-sale staff must marketers partner?
Are marketers partnering with the right post-sale colleagues at the right time? Insight Partners’ research shows it’s not as simple as pre-sale.
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Time-to-value (TTV): Why must marketers adopt the right measure?
Marketers must carefully time their post-sale tactics. Too soon and they could thwart implementation. Too late and they might not have enough time to “earn” an up- or cross-sell at renewal.
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How do post-sale KPIs impact Marketing’s focus?
The way marketers measure their impact on post-sale outcomes might need to change, especially if their business has substantially grown its revenue.
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Why must marketers help, post-sale?
Why should tech marketers care about what happens after the sale? Because they can meaningfully impact post-sale outcomes, which are key to a company’s overall performance.
Jared Brickman 