Stop churn and grow accounts

The revenue you don't have to win twice is the cheapest revenue you will ever get.

3 steps, 12 questions underneath, read for breaking into gtm

1. 1
   Customer success and retention

   Keeping the customers you already won, and the team that does it.

   When should I hire my first customer success person? 5 → What is the difference between customer success and customer support? 4 → I just got handed my first set of accounts. What do I actually do in the first 30 days? 5 → What does a good customer onboarding actually look like? 5 →
2. 2
   Expansion, upsell and churn

   Growing revenue inside accounts you already have, and stopping the leaks.

   What is net revenue retention and why does every investor keep asking me for it? 5 → What is the difference between gross retention and net retention, and which one should I watch? 5 → What does land and expand mean, and does it apply to my company? 5 → How much churn is normal, and is mine bad? 5 →
3. 3
   Forecasting and GTM metrics

   Pipeline coverage, stage conversion, CAC payback, magic number, and calling a number you can defend to a board.

   What is pipeline coverage and how much pipeline do I actually need to hit my number? 4 → How do I work out CAC payback when I do not have a finance team? 5 → What is the magic number and should I care about it at my stage? 4 → Which handful of GTM numbers should a first time founder actually track? 6 →