Our next Customer Onboarding training starts on Tuesday, April 22, 2025. Learn more about the program and sign-up here. Onboarding is arguably the most important customer lifecycle stage. In this program you'll learn how to get your new customers to do the things they need to do to get this still-fragile relationship off to a strong start, setting everyone up for long-term success (the customer... and your CS team). Specifically, we'll cover: Lifecycle stage metrics Handover management Time...
8 days ago • 1 min read
TL;DR: We're running "Save Customers Now!" workshops again—PLG on April 15 and Enterprise on April 17. Stop churn immediately in Q2. I just got this email from a CS leader: "Lincoln, I'm freaking out. With everything going on—economic uncertainty, customers tightening budgets, chaos everywhere—churn is gonna hit us HARD in Q2. Are you doing another 'Save Customers' workshop soon? Fingers crossed." Bad news: I've heard similar messages from several CS leaders already. Good news: "Save...
26 days ago • 1 min read
Most SaaS companies give too much, too soon. They bundle everything into the initial sale—even features the customer isn’t ready for (and can’t use yet). Why? To make the deal look “valuable.” But giving away the right feature at the wrong time? That’s value dilution—and it kills expansion before it even starts. Instead, that feature you’re giving away today in a $50/mo bundle? If you wait and offer it at the right moment, you can charge $500/mo just for it. Same product. Same feature. 10x...
30 days ago • 1 min read
Most companies still treat expansion like a job for Sales:Campaigns. Funnels. Quotas. Pitches. Pressure. But here’s the truth:You don’t need a salesperson to drive expansion—just like you don’t need to be a developer to build apps anymore. AI made software creation accessible to anyone with an idea. That’s called vibe coding—describe what you want, and the system builds it. It’s fast, frictionless, and doesn’t require traditional expertise. Expansion should feel the same. We call that...
about 1 month ago • 1 min read
I can tell you’re scared by how you talk about customers, how you do Customer Success, and—most of all—by your numbers. If everything is about ‘saving’ customers, I already know you have a scarcity mindset. Any growth you get is from brute force net-new sales to offset churn and contraction. Any expansion that happens? It’s in spite of your efforts, not because of them. Meanwhile, companies that actually grow do things differently. ✅ From Day 1, customers are on an ascension path.✅ Customers...
about 1 month ago • 1 min read
I watched a company exec get hyped about the latest shiny GTM motion. And I’m just like… You realize you’re sitting on $1.6M in NEW ARR from your existing customers, right? Your revenue isn’t scaling because you’re ONLY trying to grow by bringing in new customers. And after you paid to bring them in, you just “manage churn.” 🚨 If expansion isn’t part of your GTM, you don’t have a growth strategy—you have an anti-shrink strategy. Why would you ignore the easiest, most predictable revenue in...
about 1 month ago • 1 min read
Every customer either expands or drifts toward churn. If you’re not engineering revenue growth, you’re just managing decline. 📌 See how one SaaS company stopped leaving expansion to chance—and unlocked $1.6M in ARR in a single quarter! 📩 Download the PDF Case Study here. 🔥 Already have it? Read it. Then ask yourself: Are you doing this in your business? 📅 Book a call—let’s see if I can help you unlock revenue growth in Q2. I have limited availability. Don’t wait. Have a great weekend ~...
about 1 month ago • 1 min read
Every SaaS company celebrates a closed deal. ❌ They ring the bell. ❌ They update the leaderboard. ❌ They high-five and move on to the next new logo. But the best SaaS companies celebrate revenue acquisition, not just customer acquisition. 🚀 They don’t see closing a deal as the finish line.🚀 They see it as the starting point. They understand that if you don’t systematically grow the value of every customer, you’re just managing decline. And that’s how companies fall into the churn trap. But...
about 1 month ago • 1 min read
Every SaaS company tracks churn like a hawk. But the smartest, fastest-growing SaaS companies track something even more important: The revenue they should be making—but aren’t. I bet in your company right now: If a customer cancels, it’s a crisis. Everyone reacts. If a customer never expands, no one even notices. 📉 That’s Invisible Revenue Churn. Revenue that should be in your bank account and factored into your company’s valuation—but isn’t. It’s not just missed upsell opportunities—it’s a...
about 2 months ago • 1 min read