How Randy Bradshaw Defines the Modern Customer Revenue Executive

From Customer Success Function to Customer Revenue Operating Model If there is one lesson I have learned from leading customer and revenue organizations, it is this: recurring revenue does not become durable because you close more deals. It becomes durable when customers achieve measurable business outcomes and can prove the…

The Customer Revenue Executive Role in SaaS Companies

Why SaaS Needs a Customer Revenue Executive SaaS changed the economics of software. Winning the deal is only the beginning. The customer must keep receiving enough measurable value to renew, expand, and advocate for the relationship. That creates a leadership problem. Most companies still organize around functions. Sales owns the…

Customer Value Realization: Build the Outcome Thread That Drives Retention and Expansion

A Practical Operating Model For Customer Success and Revenue Leaders A customer can buy your software, complete implementation, attend training, and use the product every week, yet still fail to realize value. The product may work exactly as designed. The problem is that activity is not the same as a…