During Pulse 2017
the Gainsight Client Outcomes Team organized a Circles of Success & Birds of a Feather Program, featuring group discussions
for Gainsight customers
focused on key topics and challenges
. We had such engagement from our customers we wanted to keep the conversation going on Community.
One of the topics we discussed was Renewals & Expansion
. Here are a few of the questions that we discussed:
- What role do CSMs play in renewals and upsells across the client base? What have you seen work well/not so well? How do others effectively manage this relationship/ownership with the sales organization inside their companies?
- As renewal specialists we also have product expansion that the sales representative have up-sold. How you handle that (all on one Opportunity, split the opportunity)?
- How do you position value during a renewal?
Please share your best practices on this thread to keep the conversation going (include the specific question in your post). Please also follow this thread if you're interested in additional Circles of Success activities related to Renewals & Expansion