Webinar: How to Supercharge your Customer Expansion Strategy by DZone Events

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How to Supercharge your Customer Expansion Strategy

About

For most B2B companies, existing customers comprise 70–90 percent of revenue. According to research by Bain & Company, increasing customer retention rates by as little as five percent can increase profits by 25–95 percent.

The takeaway? Customer retention is a key for unlocking revenue expansion. It should be a priority of every sales leader and team. But once you get customers to stay, how do you get them to do more business with you?

Watch this Idea Exchange replay hosted by Doug Hutton, EVP Customer Experience at Corporate Visions. You'll see insights and perspectives from leaders on how to:

Agenda

Create a data-driven customer expansion strategy
Set measurable goals supported by reporting and coaching.
Execute your customer expansion strategy, including go-to-market plays of proven upsell, cross-sell, retention, and win-back approaches.
Win over decision-makers and engage key contacts to close more deals.

Presenters

Doug Hutton

EVP, Customer Experience, Corporate Visions

Doug Hutton is EVP Customer Experience at Corporate Visions and a Revenue Advisor at B2B DecisionLabs. He works with our scientists and research partners to create a scientific foundation for solutions that help sales, marketing, and customer success teams have more successful customer conversations. Doug is co-author of The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers.

Hang Black

VP of Global Revenue Enablement, ZoomInfo

A seasoned executive, Hang Black has an extensive background in engineering, marketing, and sales. Nicknamed “Black Ops” for her cutting-edge solutions, she has led worldwide revenue enablement programs at ZoomInfo, Juniper Networks, cybersecurity company Gigamon, and unified communications provider 8×8. Named as the Most Visionary Revenue Technology Evangelist in the SF Bay area, she is also a WSJ best-selling author and global speaker on sales, leadership, and DEI in the workplace.

Amanda Berger Rosen

Chief Customer Officer, HackerOne

Tony Pante

SVP, Global Head - Scale Engagement Center, SAP

Tony leads the Scale Engagement Center for the Adoption Services Center at SAP. His team is responsible for driving amazing customer experiences at scale by focusing on successful onboarding and adoption across SAP’s cloud portfolio. Prior to leading the Scale Engagement Center, Tony spent the last 12 years in the SAP General Business/Mid-Market segment where he served as the COO of the GB Digital Transformation Office and COO of the Commercial Sales (Digital Sales) teams. In these roles he helped create and drive global adoption of the Digital Sales Motion (DSM) – a new/innovative way to engage with customers/partners, fostering a truly digital culture. He has over 25 years of experience working in software/technology industries and is passionate about growing leaders.

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