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    The Beautiful Exit - The 4 times saying Goodbye is better than keeping the ARR
    • Mar 6, 2021
    • 5 min

    The Beautiful Exit - The 4 times saying Goodbye is better than keeping the ARR

    At Upturn, we like to help B2B SaaS focus on healthy, value-driven client relationships and we've seen these relationships work...
    Leveraging Customer Surveys to Drive ARR Insights with Industry Benchmarks
    • Jan 30, 2021
    • 2 min

    Leveraging Customer Surveys to Drive ARR Insights with Industry Benchmarks

    Annual Client surveys may provide insights but can they help you create a more predictable ARR Growth and Retention Strategy? The answer...
    Providing world class service has little impact on Growth.
    • Jan 23, 2021
    • 3 min

    Providing world class service has little impact on Growth.

    The data from Gartner is pretty compelling. While providing world-class service makes clients twice as likely to renew, statistical...
    Marketing Spark Podcast Episode - Marketing to Existing Customers
    • Jan 13, 2021
    • 1 min

    Marketing Spark Podcast Episode - Marketing to Existing Customers

    https://podcasts.apple.com/us/podcast/marketing-to-customers-after-they-become-customers/id1518693165?i=1000505078424&itsct=podcast_box&i...
    How to Gain Bigger Deals and Loyal Clients Without the Quota Breath
    • Jan 4, 2021
    • 4 min

    How to Gain Bigger Deals and Loyal Clients Without the Quota Breath

    "When you pit your idea against your client’s idea, they’re likely to choose their own, even when yours is the better solution." -...
    On Infinite Curiosity and the Client Experience
    • Dec 3, 2020
    • 4 min

    On Infinite Curiosity and the Client Experience

    By definition, training isn't learning. Attend any tech company's National Sales Meeting and you'll see lots of training and dare I say...
    Elevating the Order of Client Complaints
    • Nov 3, 2020
    • 3 min

    Elevating the Order of Client Complaints

    Sometimes, stuff happens. Unfortunately, in B2B SaaS companies, it can happen early enough in the client lifecycle that the teams are...
    Is it time to replace the Sales team?
    • Oct 17, 2020
    • 2 min

    Is it time to replace the Sales team?

    Or is it time to change the Sales process and skill sets to thrive in a fast-paced B2B SaaS/SaaP world? Gone are the Sales days of Don...
    Relationship Debt?
    • Oct 8, 2020
    • 3 min

    Relationship Debt?

    Ahhhhh.....technical debt. The sweet, sweet smell of spaghetti code. Officially, technical debt is the implied cost of rework caused by...
    Introduction to Services
    • Sep 23, 2020
    • 1 min

    Introduction to Services

    For a downloadable pdf copy, click the 'Download PDF' link at the top of the page.
    NPS as a guidepost, not a destination
    • Sep 21, 2020
    • 3 min

    NPS as a guidepost, not a destination

    In 2003, Harvard Business Review (HBR) published a story titled "The One Number You Need to Grow", written by Frederick F. Reichheld and...
    How to Succeed When Your Buyer is Not Your User
    • Aug 24, 2020
    • 4 min

    How to Succeed When Your Buyer is Not Your User

    B2B SaaS Buyer and User Experiences are very different for obvious reasons but it is an important concept when ARR growth is stalled. The...
    How to Land and Expand
    • Aug 20, 2020
    • 3 min

    How to Land and Expand

    This is Jane. Jane gave you a reference site visit in 2018 and as a result, your teams landed a huge new deal. You like Jane. You treat...
    Spending more than 30% of your marketing budget on new client acquisition? You're doing it wrong.
    • Aug 15, 2020
    • 3 min

    Spending more than 30% of your marketing budget on new client acquisition? You're doing it wrong.

    In some cases, for very small companies who have only a handful of clients, acquisition is everything and they should (rightfully so)...
    Your clients want to love you, but do they?
    • Aug 14, 2020
    • 4 min

    Your clients want to love you, but do they?

    You need a reference site. Or maybe you need quotes for your webpage and want to publish a success story. Or maybe you want the holy...
    Stop compensating Sales teams for cross-selling.
    • Aug 12, 2020
    • 4 min

    Stop compensating Sales teams for cross-selling.

    Yup. I said it. Please allow me to explain why I'm asking you to stop compensating Sales teams for cross-selling and why I am instead...
    3 ways to open the door to a value conversation with your Clients
    • Aug 11, 2020
    • 3 min

    3 ways to open the door to a value conversation with your Clients

    Your B2B SaaS customers want just a few key value-adds from you beyond exceptional and responsive tech support. They want: Help...
    The Client Relationship Goat Rodeo
    • Aug 7, 2020
    • 3 min

    The Client Relationship Goat Rodeo

    The ability to Land and Expand is driven by the way Client relationships are managed.
    Stop focusing on Client satisfaction.
    • Aug 6, 2020
    • 3 min

    Stop focusing on Client satisfaction.

    This is a re-post of an article I wrote on LinkedIn in August 2019. The Munro Cookie Sandal. My fitness tracker indicated I put 8.3 miles...
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    ©2020 by upturn LLC

    • Home

    • Offerings

      • Growth/Retention Assessment and Advisory
      • Objectives and Key Results Coaching
      • Due Diligence

    • About

    • Contact

    • ARR Growth Blog

    • More

      Use tab to navigate through the menu items.