Navigating Revenue Ownership Between Sales and Customer Success

Today we have another mailbag question, and let me tell you: I love these.

Today's question is one that's come up a lot lately for the portfolio over at Stage 2 Capital -- "How do you decide whether CS or Sales owns revenue from customers?"

Here's what you can expect:

• Pros & cons in specializing roles between hunters and farmers
• A framework for decision making based on LTV captured in the first sale
• Designing the most motivating compensation plan
• The concept of Leading Indicator of Retention
• Why you need to collaborate with your CFO

So, keep the questions coming. You can drop it to me on LinkedIn. If you're on Spotify, there's a common section.

You can drop it there. You can email us at podcasts@hubspot.com and maybe your question will tackle next.

Grab the 3 Steps to a Perfect Pitch guide here https://clickhubspot.com/pitch

The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown