81- Account expansion (part 2)

Episode notes

Ever wish you could boost revenue without scrambling for new customers? You can! But only if you maximize the hidden growth opportunity in your existing customer base. In Episode 81 of B2B Marketing Snacks , co-hosts Brian Graf and Stijn Hendrikse welcome back B2B SaaS CMO Cecilia Pérez-Muskus to continue the discussion from Episode 80. Our very own B2B SaaS experts dig into how the best SaaS companies drive over 50% of their revenue from current customers (while the average is only ~28%). They have practical advice for you on using customer success, product usage data, and account-based marketing to capture a ton of untapped revenue. Here’s what you’ll learn: The biggest expansion mistakes to avoid : Why chasing new logos while ignoring current customers is a recipe for missed revenue (and even churn), and how great SaaS companies flip this script. “Land and Expand” done right : How starting with a small beachhead (a single team or use-case) can lead to multi-department wins and multi-location rollouts – without the long enterprise sales cycle. Aligning your team for growth : Tips on getting Sales, Marketing, and Customer Success on the same page to drive upsells.