Check-in: Mapping the new funnel with Justin Edwards, SVP of Revenue @ Mercato Partners

Only 28% of clients report that their QBR is valuable to them. What else are we doing that just doesn't work? today, we're recapping the highights of our recent conversation about the levers in our control to re-shape the funnel, with Justin Edwards, the lead of the revenue practice with Mercato Partners. Takeaways SaaS companies are facing challenges due to changes in the economy and growth rate decline. Expanding revenue within existing customers is crucial for efficient growth. Traditional methods of generating revenue are broken, and companies need to remove friction points and barriers to deal closure. Alignment with customers and a customer-centric approach are essential for successful engagements. Organizational design and incentives play a significant role in driving growth. Listening to customers and understanding their needs is key to driving growth and expansion.