People might call it customer success management, or renewals, or account management. It might report into a head of sales who runs both new business sales and existing customer revenue.

That works really well in businesses where you’re selling to smaller customers and the product is lower touch, where there’s less customization, less deployment. It’s less tied into a services function, and it’s more about a commercial renewal or an upsell. We’re seeing a lot of companies do this, especially if they sell to small to medium-sized businesses.

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