The ‘missing million’ completely changed the tone and energy of the customer conversation, and we sold many deals without even demoing our software. Once we understood the true nerve, and we crafted a pitch that could reliably hit that nerve, we almost always won the deal.”
e 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”.
Here are some steps to make sure that all members of your revenue organization are rowing together in the same direction:
Kevin is responsible for delivering the next several stages of growth for the Company, and acknowledges that “what got us here….won’t necessarily get us to where we are going”.
We have found that sustainable revenue growth cannot be achieved by hiring a handful of superstars, achieving individual acts of heroism, or by implementing a single hack.
The key is to get started – and figuring out how to get started is helped when you have an overall plan. At the highest level, this is a strategy question, and one best determined at the executive level before hiring your Go-To-Market team.