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The Latest in Account Management Excellence
Your go-to destination for expert tips, actionable insights, and cutting-edge tools designed to help account managers excel, build stronger client relationships, and drive success in every project.
The Seven Meetings That Run a Growth Department
The seven meetings that run a Growth Department, from the Weekly 1:1 to the Annual Segmentation and Strategy session, and the five rules they share.
Josh Abdulla on the Red Renewals Process at Asana
Josh Abdulla, Chief Customer Officer at Asana, on Red Renewals: a bi-weekly Risk Register review that surfaces churn risk up to a year before renewal.
Joanna Hagelberger and the Five-Year Question
Joanna Hagelberger grew a $50,000 account to $10 million in annual revenue. It started with one question: where do you want to be in five years?
What Is Keep, Grow, No Surprises?
Keep, Grow, No Surprises is the Growth Department's operating standard: protect earned revenue, expand high-potential accounts, and surface risk early.
The Risk Register — Complete Guide
What a Risk Register is, the risk categories, the Bi-Weekly Risk Review, and how teams surface churn nine to twelve months before renewal.
Segmentation: How to Allocate a Customer Portfolio by Potential
How to segment a B2B customer portfolio by revenue, potential, fit, and commitment, and how to allocate Account Managers and cadence by tier.
What Is the AMplify Method?
The AMplify Method is the informal name for the Growth Department Method, the three-phase Post-Sale operating system: Clarity, Commitment, Cadence.
What Is a Post-Sale Operating System?
A Post-Sale operating system is how Account Management and Customer Success run as one revenue function: one owner, one standard, seven meetings.
What Is the Account Management Tax?
The Account Management Tax is the asymmetry between silence when Post-Sale goes well and alarm when it goes badly. What causes it and how to remove it.
The Growth Review — Complete Guide
A Growth Review is the senior, customer-focused meeting that replaces the old-school QBR. What it is, the four differences, and how to run one.
Account Planning — Complete Guide
What an account plan is, the four questions it answers, the 3x3 relationship matrix, and how to install planning for the top 20% of accounts.
Account Management vs Customer Success: What's the Difference?
How Account Management and Customer Success differ, where they overlap, and why both belong inside one Growth Department with one revenue owner.
NRR vs GRR: What's the Difference?
Net Revenue Retention includes expansion revenue; Gross Revenue Retention does not. What each metric tells you, how to calculate both, and which to lead with.
Renewals — Complete Guide
How to run B2B renewals: when the renewal starts, how to forecast it, how to price it without discounting, and how to catch an at-risk renewal months early.
Quarterly Business Reviews — Complete Guide
What a Quarterly Business Review is, how to prepare and run one, who should attend, and how to read what it tells you about the renewal and the relationship.
The Growth Department Method
A practitioner's guide for Customer Success and Account Management leaders who own revenue but were never given a system to run on.
The Growth Department Book — Complete Guide
The complete guide to The Growth Department by Alex Raymond. The Post-Sale operating system, the Method, the Mindset, and the named practices, in one place.
