4min chapter

The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch cover image

20Sales: Rippling's CRO on Why Founders Should Not Create Sales Playbooks | Why Discounting is BS and How to Create Urgency in Deals | The Biggest Lessons on Pricing and How to Win the Pricing Game with Matt Plank

The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

CHAPTER

Evolving Customer Success at Rippling

This chapter explores Rippling's transition to dedicated account management to enhance customer success, addressing the conflicts of interest when sales representatives balanced new and existing accounts. It emphasizes the need for distinct roles in sales and customer success and discusses how aligned compensation plans can reduce churn and improve client retention.

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