The EnterpriseEdge 03 / Growth and expansion
The Growth Edge
Winning the deal is the beginning. A year later there is a review you are not invited to, and it ends in expansion or in a quiet search for your replacement. Very little of what decides it happens in the quarter it shows up in.
The room
The room where they decide whether to renew, expand, or start looking.
Winning the deal is the beginning. A year later there is a review you are not invited to, and the outcome is either expansion or a quiet search for your replacement. Sandy works on what decides which.
What the hour covers
The work
Protecting revenue before it is at risk
Retention worked as a recovery effort is already expensive and already late. What the earlier signals look like, and what a revenue organization can act on while the account is still healthy.
Where expansion actually comes from
Genuine expansion follows customer outcomes and the relationships built around delivering them. It does not follow a renewal calendar, and treating the calendar as the strategy is how a growth number turns into a scramble.
Trust as the mechanism
The kind of trust that makes retention a result rather than a rescue — what builds it after the sale, what quietly spends it, and who in your organization is actually holding it.
Who leads it
Sandy Yu
Sandy works on what happens after the win — protecting existing revenue and building real expansion out of customer outcomes, relationships and trust.
Sandy works with revenue and customer success organizations on retention and expansion after the win.
The other two rooms
One hour is a third of the deal.
A deal has to clear all three rooms. The half day takes them in order, because the order is the argument.
02 Contracting and approval
The Approval Edge
Get the organization to approve you. With Dean Edwards.