The Customer Experience Podcast

249. Generating Leads (and $25M) from Customer Success w/ Trina Dunham

Apr 25, 2023

46:11

Generating two million dollars in net new revenue - in the first year of a new lead gen program. In year two? 10 million.In year three? 25 million!
Is it a new sales and marketing initiative? Nope. This came from the customer success organization. Today’s guest … will share that story - as well as other insights for CS teams and revenue leaders.
In this episode, Ethan sits down with Trina Dunham, Senior Leader of Customer Success - North America for Red Hat. They discuss:

How emotions play a key role in buying decisions
How the program she implemented gained momentum to identify post-sale opportunities
When did this new initiative begin to gain momentum
What are “hot leads” and why they may be more valuable than referrals
Why the culture around new initiatives can make or break them and how champions and key practitioners can keep them moving forward

More information about Trina and today’s topics:

LinkedIn Profile: https://www.linkedin.com/in/trinadunham
Company Website: https://www.redhat.com/en

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