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Focusing on existing customer expansion ARR is a trending discussion topic in executive and board meetings around the globe
Below are some ideas and best practices to ensure "expansion ARR" is receiving the priority and focus required to convert talk into expansion ARR??? 👇
Below are some ideas and best practices to ensure "expansion ARR" is receiving the priority and focus required to convert talk into expansion ARR??? 👇
Some best practices from my conversations across the industry:
1️⃣ Establish customer expansion ARR (up-sells, cross-sells) as a line item quota component in compensation plans
- Total quota needs to be split into 2 quota elements: 1) New Customer ARR; 2) Existing Customer ARR
1️⃣ Establish customer expansion ARR (up-sells, cross-sells) as a line item quota component in compensation plans
- Total quota needs to be split into 2 quota elements: 1) New Customer ARR; 2) Existing Customer ARR
2️⃣ Introduce Customer Success Qualified Leads as an objective for every CSM - also allocate a portion of their incentive compensation to Expansion ARR booked
