The One Revenue Team

HOT TAKE:Revenue generation does not rest solely on the shoulders of sales and marketing teams.Every member of an organization has a vital role in the revenue equation, and a well-executed plan is the key to sustainable success.In this episode, Kristi Faltorusso, Chief Customer Officer at Client Success, shares the strategies and mindsets she uses in her organization to cultivate a one-revenue team.As you’ll hear, it’s all about ensuring team alignment with a North Star metric and sustaining that original plan throughout all quarters, not just the first. In this episode, you’ll learn: How the shape of your customer success efforts depends on your big-picture business goalsHow accountability and ownership are critical ingredients for successful customer success teamsWhy metrics don’t exist in a vacuum; checking them against others helps you determine their accuracyThings to listen for:[02:04] Introducing Kristi [04:35] What it means to be a one-revenue team[09:43] Aligning teams under a North Star metric[11:26] The challenge of enablement[14:41] Rethinking CSM processes[19:47] Tracking short, medium, and long-term goals[26:09] Investing in customers[30:34] The most ridiculous thing Kristi had to do