Category
Grow revenue from the customers you already have. Net revenue retention, upsell, and expansion strategies for durable SaaS growth.
25 articles — page 2 of 3
ExpansionA tactical playbook for improving Net Revenue Retention in B2B SaaS — covering the 4 levers of NRR, the compounding math of improvement, a 90-day sprint framework, and benchmarks by ARR stage.
ExpansionA rigorous breakdown of the product-led expansion motion — the 3 PLG expansion triggers, PQL-to-expansion mechanics, in-product expansion prompts, viral loops, and when to layer sales onto a PLG expansion base.
ExpansionThe complete SaaS account management upsell process — covering the AM vs. CSM role distinction, the quarterly discovery-to-close cadence, expansion pipeline stages, MEDDIC applied to expansion, white space analysis, and the metrics that define AM performance.
ExpansionHow to design and execute a cross-sell motion in a multi-product SaaS portfolio — covering the cross-sell vs. upsell distinction, product adjacency mapping, attach rate benchmarks, and the sequencing framework that drives expansion without cannibalization.
ExpansionThe strategic and operational debate on whether CS should own renewal and upsell revenue quotas — the three ownership models, ARR-stage transition points, compensation design for revenue-carrying CSMs, and what Gainsight data says about each model's performance.
ExpansionThe complete SaaS downgrade prevention playbook — covering why customers downgrade, early intent signals and scoring, intervention sequences, the right-sizing conversation, and the metrics that measure contraction prevention performance.
ExpansionThe product, relationship, and commercial signals that tell you exactly when to start an upsell conversation — and the cost of getting the timing wrong. A practical framework for B2B SaaS teams.
ExpansionA rigorous breakdown of the land-and-expand model in B2B SaaS — the unit economics, 3 expansion vectors, time-to-expand benchmarks, and the product design choices that make expansion possible.
ExpansionA step-by-step expansion revenue playbook for B2B SaaS teams — covering the 5-stage process, expansion readiness scoring, the business case framework, and the failure modes that block CS-driven growth.
ExpansionAnnual contracts reduce churn, improve cash flow, and create structured expansion opportunities. Here's how to migrate from monthly to annual billing, manage the renewal motion, and build a renewal strategy that compounds LTV.
ExpansionUsage-based pricing can unlock expansion revenue and align with customer value — but the migration is high-risk. Here's when to switch, how to migrate without revenue shock, and what to measure.
ExpansionLearn how to build an expansion revenue scoring model for SaaS — the product signals, relationship indicators, and commercial triggers that identify accounts ready to upgrade before your CSMs ask.