Strengthening Account Management with Data: A Strategic BizOps Profile featuring Emmanuelle Skala, VP Customer Success, ToastSTEPHANIE FOX | Mar 21, 2018
At Rekener, we spend every day helping companies use their data to increase sales velocity. Rekener's BizOps platform finds patterns in data that unlock understanding of what drives sales velocity. Rekener finds the right leads and contacts to feed to the right sales people at the right time. Using Rekener, best in class BizOps teams use data to unlock winning strategies and then translate those strategies into action on the sales floor.
In Part 1 of the 2018 B2B Land & Expand Survey Report, we concluded that evaluating Expansion revenue by the 4 distinct Expansion types (Upsell, Cross-sell, Price, Users) helps us identify which teams and approaches make the most sense to generate growth through Expansion. Here in Part 2, Exploring Best Practices, we address how to put teams and incentives in place to make Expansion revenue happen.
Based on findings from a survey of more than 300 senior B2B Finance and Operations professionals, as well as our expertise in sales and BizOps, we explore the importance of defining expansion not as a monolithic category of revenue, but as 4 distinct types: upsell, cross-sell, price and users, and measure expansion's massive impact on B2B revenue.