The concept of Hunter / Farmer is outdated. It comes from a world where customers make a large upfront purchase (IE - onprem deployment, large mechanical device, enterprise SaaS) which then virtually locks them into the vendor.
Those types of contracts are being replaced by PLG (product-led growth), freemium, and land/expand. The 1st contract value is trending irreversibly toward $0, and customers expect to see ROI before committing.
companies that lean into this are going to win this decade. So your sales team should be setup to assign reps to work fewer accounts, longer. Customers want a consistency of experience, and having the same rep continue to expand accounts and keep renewal rate high is more profitable than trying to let CSMs manage high value renewals.
we are leaving a lot of 💰 on the table. And increasing churn by doing this.
id love to hear what you all think, savages. Happy Monday.