Be the quarterback in B2B SaaS w/ Jake Dunlap

Companies can be organized and Incentivized on things that are counter-Intuitive to the customer experience

The Customer Framework - start with the customer In mind, then build the framework to support around that

Incentivize sales teams around the retention and renewal - helps to align the team to selling the right deals and ensuring customers can achieve outcomes

Customer marketing needs to be a quarterback of communication and tied to retention driving activities

Customer success Is used as a reactive function focused on maintenance; need to change the mindset to be proactive function focused on growth

3 common mistakes of early SaaS;

Underinvesting In Sales Operations
Roles and Hiring Profiles
Segmentation and territories

Get depth In your relationships