Podcast episode
Land & Expand Deals | Eleanor Dorfman | 30MPC Hall of Fame
30 Minutes to President's Club24 Feb 202535 min
Description
ACTIONABLE TAKEAWAYS: Segmented Team Structure: Down-market teams focus on landing new logos, passing them to expand teams, while up-market AEs handle both acquisition and expansion with retention-based comp. Enterprise Sales Strategies: Use top-down (sell wall-to-wall) or land-and-expand approaches, with the latter yielding higher LTV by scaling through business units first. Deal Inspection Triggers: Monitor $50K deals at stage 3 for POCs and access to power, and stage 5 for mutual action plans and the paper process. Consistent Review Rhythm: Reps update pipelines Monday, managers review Tuesday, deal reviews happen Wednesday, and Eleanor finalizes calls Thursday. ELEANOR'S PATH TO PRESIDENTS CLUB: Head of Sales @ Retool Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment Global Head of Commercial Renewals and Retention @ Segment Head of Customer Success and Solutions engineering @ Clever Inc RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Retaining your customers is now even more important. There's so much noise in the market. There's hot new tools. There's AI. There's shiny objects. There's so many distractions. Closing good deals up front is so important. And honestly, I do believe that expansion and retention starts with that first discovery call. “I think retention, some component of an AE's comp plan, if they're going to own an account” cradled or grave is controversial, but something I do feel strongly about and drives the team to sign better deals and to keep their head on a swivel on are we setting this customer for success? One other reason is I think it's important to align pre-sales and post-sales and make sure that they have shared incentives.
because expansion feels a little bit more inside of the reps control, but fundamentally it's making sure when you're closing a deal, are you thinking about, is this a good deal? Is this customer going to stay with us? When you're handing off a deal to professional services or your success team or an implementation team, are you setting that up for success? “Are you staying involved?” Do you care? That's a very successful, just, we all know time to value is one of the most important things to make sure software doesn't become shelfware. Do your reps care about that? Yes. If they know that on the back end, if it doesn't renew, they are going to feel that. Are they making sure that first QBR does well, that the EB is staying engaged,