The question then, is how do you get this magical Net Revenue Retention? I spend a lot of time with clients and portfolio companies addressing this specific question, and I always start with the challenge of How can we get our clients to say: “May I Please Pay You More”.
Success in the early stages, however, does not always transfer forward into growth stages for either teams or their companies.
This solution to specific pain points was far more effective than showcasing the features of our wonderful product. In fact, as time went on we started doing less and less demos and de-emphasized the product features, focusing more and more on expected results and customer success.