matt_cooper

Key Account Manager (B2B)

Account Management - Growing Enterprise B2B Accounts?

I recently heard an opinion from one Private Equity firm. They are looking to invest in companies which have enterprise accounts & are still quite small. The reason behind it is that it's easy for the PE to help those companies grow the enterprise accounts (they can easily 2-5x the revenue from those big guys).

Since I'm a bootstrapped company (B2B software development agency), I have no idea about the process & approach on how to grow those enterprise clients (get projects from other departments). I'm looking for ideas/books/resources/tips on how to do it.

What do we do today (and we are successful with some small growth of clients):

Meeting once/twice per year on founder & technical level (either on client side or on our side),
Getting clients interviewed on podcasts,
Working on a day-to-day basis and delivering great job of course,
Having a short chat about the business/their challenges once per quarter (not sure about the topics we should cover),

☁️ Software Tech

✌️ Growing Pains

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poweredbycaffeine

WR Lieutenant

3

☕️

What do you sell. What’s the typical ACV, LTV, and average customer tenure. How do you approach growth today?

matt_cooper

2

Key Account Manager (B2B)

Custom Software Development services - we are a devshop based in the EU, working mostly for the US & Western EU companies.

ACV: $1.3M
LTV: $3.6M
Avg. Tenure: 30 Months

poweredbycaffeine

WR Lieutenant

3

☕️

Are you simply signing a renewal retainer each year or are you actively upselling and discovering new projects?

I doubt you can drive growth by only meeting 1-2 times a year with execs.

Also, how do you price a deal? $1.3M for house, sprint points, deliverables, what?

matt_cooper

0

Key Account Manager (B2B)

80% are renewals, 20% scaling up the team (to add new functionality to the same product)

I'm looking to discover new projects mostly & looking for new ideas/tactics on how to upsell.

No idea how many times we should meet and how ? (dinner & steaks/conferences/coffees/meeting with client & his peers? - no idea). Open to any advice

Time & Material - they pay for a tech team per month (dev/QA/UI/PM/BA etc. different tech roles).

HVACexpert

Politicker

0

sales engineer

I mean all of those are good ideas. Any time you can get face time with your client, whether it’s steaks or coffee or Teams, it’s all valuable from a relationship building standpoint.

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