The Growth Department
“Everyone wants 10x growth, but most teams are stuck doing 2x work. Real compounding happens when you raise the floor. This is the playbook.”
10x Is Easier Than 2x and The Science of Scaling
The Premise
Meanwhile, 70-80% of revenue in most B2B companies comes from existing customers. Nearly all profit is earned after the first deal closes.
The Growth Department makes the case for treating Account Management and Customer Success as a revenue function, not a service function. And the blueprint for what that looks like in practice.
Who this book is for
Account Managers and Customer Success leaders who own revenue, not just relationships.
Leaders and executives responsible for retention, expansion, and long-term growth.
CROs and CCOs accountable for NRR and tired of finding out about churn after it happens.
If you’ve ever felt the distance between how Post-Sale is treated and how much it actually drives, this book was written for you.
Core Ideas
Revenue is re-earned every year. Every renewal is a decision. The companies that treat it otherwise are the ones surprised by churn.
2. Protection isn’t growth.
Most Post-Sale teams are designed to reduce risk. That's not the same as creating value. The Growth Department does both.
3. The best Account Managers think like owners.
They see their accounts as portfolios to grow, not relationships to maintain. That changes the conversations they’re invited into.
4. Capacity is a prerequisite for strategy.
You can’t lead customers if your calendar is consumed by internal noise. The book shows how top performers reclaim the time required to do the work that actually matters.
Inside the Book
Amanda Edington won back a customer who was halfway out the door.
Robert Sproule delivered $6M in savings to a customer.
Carl Smith tripled the size of a deal.
From $50,000 to $10 million.
Joanna Hagelberger inherited a $50,000 account. Instead of managing requests and waiting for the renewal, she asked her customer a different question:
"Where do you want to be in five years?"
That question changed everything. Not through pressure. Through clarity, curiosity, and a different understanding of what Account Management could be.
Alex Raymond
Alex Raymond is the founder of AMplify and a globally recognized authority on Account Management strategy and results, having worked with thousands of Account Managers across hundreds of B2B companies.
At AMplify, he helps B2B companies install the operating systems behind predictable retention and expansion.
The Growth Department is his first book. It makes the case for treating Account Management and Customer Success as the strategic engine that compounds revenue from existing customers, not as service functions waiting for the renewal date.
- David Karp, SVP, Customer Success, Billtrust
- Amanda Edington, VP Account Management, Payscale
- Rav Dhaliwal, Investor, Crane Venture Partners
