A Value Based Approach to Driving Revenue

In a customer-driven economy, your business’s Customer Success teams have a unique opportunity to be a valuable asset in revenue generation. Agour Tzour, Senior Customer Success Manager at Totango, talk about how the traditional structure of revenue generation divided between account managers and customer success teams is inherently flawed for both the company and the customer. Instead, a CS focused framework can provide a better experience for customers. 

In this presentation you will learn:

  • How to use Totango’s features to help your CS teams develop effective revenue generation strategies. 
  • The limitations of the Traditional Renewal and Expansion Approach
  • The Customer Success Team Ownership Approach 
  • How to implement the CS Team Approach for Success 

Overall, a value-based approach to revenue generation can a win-win-win for the customer, the CSM, and the company; with CSM being able to increase revenue generation through providing customers with solutions that CSM managers know can help address customer needs.  

Video Transcript

Read the transcript

Agour Tzour
Senior Customer Success Manager, Totango
CS Lead Revenue, Changing the Revenue Driving Model
“While CS is primarily focused on driving outcomes for customers, their position offers an unparalleled vantage point for expansion opportunities... Done well, CS will drive revenue AND greater customer outcomes.”
Agour Tzour
Senior Customer Success Manager, Totango