01Strategy
Where to play and how to win
- Accounts ranked by fit and timing, not by who knows whom
- An event and content plan where buyers already gather
- Expansion plays for the customers already won
Vertical data software, 40 to 80 people, after a growth round
New sellers, no marketing behind them
The round funded new sellers. Nobody is building the pipeline they will need.
An example drawn from companies at this stage, not a client story.
The situation
New sellers source their own pipeline. Ramp slows, and growth stays tied to the founders.
You might recognize it
- New quota-carrying hires, and no marketing roles open.
- Customer success is now graded on retention and expansion.
- Deals come from founder relationships and industry events.
The number to watch
Net revenue retention
The round proved revenue can be booked. Next it must stay and grow.
How we would run it, end to end
02Design
The operating system behind the number
- Lifecycle stages from first touch to renewal
- Account scoring that feeds each seller a weekly list
- Health scores that warn before renewal, not at it
03Execution
Run it, measure it, keep what works
- Account research and first drafts by agents, sent by sellers
- Event follow-up within a day, every time
- Expansion campaigns for accounts ready to grow
- The Monday brief: pipeline by source, retention and expansion
The first 90 days
Weeks 1 to 2
Won and lost deals read. Accounts ranked. The pipeline gap measured.
Weeks 3 to 6
Scoring and weekly lists live. The first expansion plays running.
Weeks 7 to 12
Events and content feeding pipeline. Retention reported weekly.
What Monday looks like
SampleMonday briefWeek 8
The number: Net revenue retention
What moved
- Pipeline not sourced by founders: 38 percent. Up from 12 percent in month one.
- Two renewals at risk. Usage fell after their champions left.
This week
Follow up the 23 conversations from Thursday's conference.
What you keep
A pipeline that does not depend on the founders' phones.
Functions it touches
More like this
- More new reps than the team can rampA wave of account executives lands this year. Nobody yet owns ramp, coaching and forecast.
- One great case study, five quiet onesOne customer proved the return. The next five need the same proof, faster.
- Every acquired business on one playbookEach acquisition arrives with its own systems and habits. There is no time to change them.
Sound familiar? Tell us what's stuck and we'll bring what we found.