Customer Cohort management ● Develop a customer expansion ICP ● Prioritize by customer segments Account Management Plays ● Renewal cadences ● At Risk/Red Account Program ● Upsell Sales Motion Customer Lifetime Value ● Optimize employee effort & programs to highest value segments 6. Customer Expansion Strategies for driving expansion in your current customer base
Unpacking the 15 Go-to-Market Problems Page 31 Page 33