The problem this solves
New logos arrive, yet revenue growth stays flat because churn eats the gains and nobody owns expansion. Common symptoms: renewal dates that surprise the team, upsell that only happens when customers ask, no agreed definition of a healthy account, and customer revenue data scattered between the CRM, invoicing, and a spreadsheet only one person understands. Acquisition gets all the attention because it is visible; the leak is post-sale, where attention is thinnest.
How we work
We reconstruct the economics of your existing customer base: how long customers stay, how their revenue develops after the first purchase, which segments expand versus quietly shrink, and what your net revenue picture looks like when new business is set aside. Where the data lives in multiple systems, stitching it together is part of the work and the difficulty of doing so is itself a finding.
We then examine the machinery around those numbers: who owns renewals, how expansion opportunities are spotted, what signals exist before an account churns, and whether anyone is positioned to act on them.
The deliverable is a customer base analysis and a growth model assessment that shows whether your post-sale motion adds to growth or just defends it. It tells you plainly whether your next euro is better spent on acquisition or on keeping and growing what you already won.
Deliverables
- Customer base analysis covering retention, expansion, and revenue development by segment
- Churn pattern review with identified leading indicators
- Renewal and expansion ownership map showing who acts on what
- Post-sale data quality assessment across CRM, billing, and reporting
- Findings report with a clear read on where post-sale revenue leaks