In your current role, what percentage of business is net new logo versus upsell /renewals/ account management? *
Clarissa M🧿
Split for AE's?
14
Varies so much depending on the org and their structure. Often 100% net new, but if there are no AMs or CSMs then it might have some renewal or upsell
Yup
I’ve seen it be common that net new positions allow the AE keep an account for upsell for a certain period of time.
Depending on the product that could lead to AEs destroying quota solely on upsells, it certainly happened at my last org. Many had a lot of their revenue come from those customers upsells.
Depending on the product that could lead to AEs destroying quota solely on upsells, it certainly happened at my last org. Many had a lot of their revenue come from those customers upsells.
It depends. I’ve seen 100% new. Or I’ve seen 50/50
Our industry is mostly existing accounts, new business accounts is maybe 20% +\-
AEs in my company do net new. Our AMs/CSMs are responsible for upsell and renewals.
It comes at a 50/50 for me. But my past jobs was 80/20 mostly new business.
When I started, I was a mix of NN and growth. Now I'm pure new logo, as we have a team for existing business.
80/20~ new logo vs expansion.
80/20 Net new
60:40.
My company is a bit opposite. We are mostly land and expand. So very few net new logos but lots of expansion deal. A rep in my company might see 1-3 net news in a year.
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