The EnterpriseEdge 03 / Growth and expansion
The Growth Edge
Winning the deal is the beginning. A year later there is a review you are not invited to, and it ends in expansion or in a quiet search for your replacement. Very little of what decides it happens in the quarter it shows up in.
The job
Getting the account to grow.
Winning the deal is the beginning. A year later there is a review you are not invited to, and it ends in expansion or in a quiet search for your replacement. Sandy works on what decides which.
What the hour covers
The work
Protecting revenue before it is at risk
Retention worked as a recovery effort is already expensive and already late. What the earlier signals look like, and what a revenue organization can act on while the account is still healthy.
Where expansion actually comes from
Genuine expansion follows customer outcomes and the relationships built around delivering them. It does not follow a renewal calendar, and treating the calendar as the strategy is how a growth number turns into a scramble.
Trust as the mechanism
The kind of trust that makes retention a result rather than a rescue. What builds it after the sale, what quietly spends it, and who in your organization is actually holding it.
Who leads it
Sandy Yu
Founder and CEO of Revenue Retention Advisors. Formerly Oracle.
Sandy spent four years at Oracle, finishing as Global Lead for Cloud Customer Insights, Executive Engagement and Success. She watched a company treat thousands of customer relationships as a maintenance problem rather than a growth engine, at staggering and avoidable cost. She founded Revenue Retention Advisors to fix that, and built the 3D Framework, Diagnose, Design and Drive, that she now runs with B2B SaaS CEOs and CROs to turn an existing customer base into predictable expansion.
Sandy runs the 3D Framework with revenue and customer success organizations that want expansion to be a system rather than a hope.
The other two edges
One hour is a third of the deal.
Enterprise revenue has to clear all three. The half day takes them in order, because the order is the argument.