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
Then they underfund the teams responsible for keeping and growing them. Sales gets systems.
Marketing gets budgets. Post-sale gets told to “keep customers happy.”
Meanwhile, 70-80% of revenue comes from existing customers. Nearly all profit is earned after the first deal.
The Growth Department makes the case for a different model: one where Account Management and Customer Success operate as a growth function, not a service function.
Who this book is for
Account Managers and Customer Success leaders who own revenue, not just relationships.
Founders and executives responsible for retention, expansion, and long-term growth.
CROs and CCOs rethinking where growth actually comes from.
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 is about building a function that does both. Account Managers are running businesses.
3. The best ones 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.
What's Inside
The economics of B2B growth have shifted. Retention and expansion aren’t just important. They’re where the math actually works.
2. What does the work look like?
How to think about accounts as portfolios. How to spot expansion before the customer asks. Why most QBRs fail, and what replaces them.
3. How do you build a Growth Department?
What leadership needs to change. How to structure teams, incentives, and reporting so post-sale becomes a growth function, not a cost center.
Proof It Works
Instead of managing requests and waiting for renewals, she asked a different question: “Where do you want to be in five years?”That question changed everything.
Over time, the account grew to $10 million in annual revenue. Not through pressure. Through clarity, curiosity, and a different understanding of what Account Management could be.
Her story runs through the book.
Account Managers and Customer Success leaders who own revenue, not just relationships.
Founders and executives responsible for retention, expansion, and long-term growth.
CROs and CCOs rethinking where growth actually comes from.
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.
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
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