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Run Post-Sale on a system, not on heroics
Implement The Growth Department — the operating standard for the function that delivers most of your revenue.
Become The Growth Department
Turn your Post-Sale team into a durable growth engine.
KEEP
Retention is the foundation of durable growth.
Aim for 95% gross revenue retention (GRR).
Retention is the foundation of durable growth.
Aim for 95% gross revenue retention (GRR).
95%
GROW
Expansion is where the compounding starts.
The gold standard is 120% net revenue retention (NRR)
Expansion is where the compounding starts.
The gold standard is 120% net revenue retention (NRR)
120%
NO SURPRISES
Predictability builds trust and control.
Aim to be within +/- 3% of your quarterly forecast
Predictability builds trust and control.
Aim to be within +/- 3% of your quarterly forecast
+/- 3%
The Method
The Growth Department Method answers three questions.
What are we doing, and is the team aligned?
What commitments are we operating to?
What's our operating rhythm?
Three questions. One system the team runs on and leadership can inspect.
What are we doing, and is the team aligned?
What commitments are we operating to?
What's our operating rhythm?
Three questions. One system the team runs on and leadership can inspect.
Clarity
Across most companies, the CEO can't say what the Post-Sale team does all day. The team itself can't always say it either. Clarity is the work of making the answer to that question short, shared, and true.
One Owner. A single executive accountable for Post-Sale revenue. No shared responsibility, no dotted lines.
One Mission. Keep, Grow, No Surprises. The standard the team operates to — the floor it doesn't fall below.
One Scoreboard. The metric that tells leadership whether Post-Sale is working.
One Owner. A single executive accountable for Post-Sale revenue. No shared responsibility, no dotted lines.
One Mission. Keep, Grow, No Surprises. The standard the team operates to — the floor it doesn't fall below.
One Scoreboard. The metric that tells leadership whether Post-Sale is working.
Commitment
Commitment is the promises the team operates to. The few things that get done every week without exception, that everyone can name, and that leadership can inspect.
Segmentation. Decide which accounts get a plan and which get a process.
Risk Registry. Surface the accounts in trouble while there's still time to act. If you see the churn coming, you're already too late.
Account Planning. Document the growth strategy for the accounts that matter most. Build a conversation around it. The plan that sits in a folder no one opens isn't a plan.
Segmentation. Decide which accounts get a plan and which get a process.
Risk Registry. Surface the accounts in trouble while there's still time to act. If you see the churn coming, you're already too late.
Account Planning. Document the growth strategy for the accounts that matter most. Build a conversation around it. The plan that sits in a folder no one opens isn't a plan.
Cadence
Cadence is operational discipline. Account plans, segmentation, and the risk registry wither without it. The Method specifies seven meetings, each with a stated duration, attendee list, agenda, and purpose.
Weekly. 1:1s and team stand-up.
Biweekly. Risk review.
Monthly. Portfolio review and account reviews.
Quarterly. Executive briefing.
Annually. Segmentation and strategy review.
Weekly. 1:1s and team stand-up.
Biweekly. Risk review.
Monthly. Portfolio review and account reviews.
Quarterly. Executive briefing.
Annually. Segmentation and strategy review.
HOW IT WORKS
Your Post-Sale operating standard, installed in days, not months.
Every AMplify engagement follows the same path. It starts with a 15-minute call.
Not ready for a call?
See what a high-performing Post-Sale structure looks like
The Post-Sale Stress Test is a free assessment that measures your team on the three standards: Clarity, Commitment, and Cadence.
You'll see exactly where you stand and what to prioritize first. Twelve questions. Ten minutes.
You'll see exactly where you stand and what to prioritize first. Twelve questions. Ten minutes.
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