Revenue Blindspots The Right Revenue: Learning from Blindspots in Leadership Strategy
Jun 30, 2025
In a captivating discussion, AJ Bruno, Founder and CEO of Quotapath, shares his entrepreneurial journey, highlighting transformative lessons learned from a critical meeting that reshaped his business strategy. He opens up about the dangers of fixating on new client acquisition instead of retention. AJ also discusses the creation of a 'war room' for customer success and the evolving yet tricky role of AI in businesses. Along the way, he even uncovers the intriguing history of M&M's, blending raw wisdom with unexpected sweetness!
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Investor Wake-Up Call On Retention
- AJ Bruno describes a pivotal investor meeting where he was grilled about revenue retention after Google churned.
- That moment flipped his focus from new logos to protecting existing revenue.
Run Customer War Rooms Weekly
- Create dedicated account-planning sessions that review every customer and leading churn indicators.
- Use manual war-room reviews to surface usage gaps and proactively address risk.
Retention Drives Acquisition Value
- Improving gross revenue retention materially raises company value and acquisition multiples.
- Sustained GRR improvements signaled customer health to acquirers during TrendKite's exit.