EPISODE · Jul 25, 2025 · 48 MIN
Why Post-Sale Is Still Broken (And What to Do About It) | EP47
from Account Management Secrets · host Alex Raymond
Most companies have no real strategy for what happens after the deal closes, and this episode makes it clear why post-sales growth is still the most underutilized advantage in B2B. Alex Raymond is joined by Craig Rosenberg, the Chief Platform Officer at Scale Venture Partners and the co-host of The Transaction, for a conversation about why account management continues to be under-resourced, undertrained, and underleveraged despite its direct impact on retention, expansion, and long-term revenue. Drawing from decades of experience at TOPO, Gartner, and Scale, Craig argues that account managers are often better at identifying customer value than net new sellers, yet they’re rarely given the tools, frameworks, or recognition to lead. Together, Alex and Craig unpack the org design problems that keep post-sales teams sidelined, from confusing leadership structures and weak handoffs to misaligned incentives and the CRO’s disproportionate focus on net new revenue. They explore the potential of pod-based teams, examine the evolving role of the Chief Customer Officer, and make the case for a new revenue structure centered on an SVP of Growth. Craig also shares his take on how AI is rapidly reshaping go-to-market roles and why account managers need to start “talking to the machines” to stay ahead. Plus, Alex previews AMplify 10x Growth System, a bold new framework designed to help AMs think bigger, act like owners, and drive exponential growth from existing customers. Episode Breakdown: 00:00 Introduction to Account Management Secrets 01:19 Why Post-Sales Growth Is Still Overlooked 05:59 The Sales vs. Account Management Investment Gap 09:42 How Pod Structures Improve Retention and Expansion 13:25 The Problem with the Chief Customer Officer Role 15:04 Rethinking Org Design: The Case for an SVP of Growth 25:13 What Boards and Investors Actually Care About 32:13 Why Account Management Needs Its Own Playbook 38:14 The Amplify 10x Growth System Explained 42:48 How AI Is Reshaping Account Management Today Links Connect with Craig Rosenberg: LinkedIn: https://www.linkedin.com/in/craigrosenberg/ https://www.gartner.com/en/topo-now-gartner https://www.scalevp.com/team/craig-rosenberg/ https://thetransaction.substack.com/ Connect with Alex Raymond: LinkedIn: https://www.linkedin.com/in/afraymond/ Website: https://amplifyam.com/ Podcast production and show notes provided by HiveCast.fm
What this episode covers
Most companies have no real strategy for what happens after the deal closes, and this episode makes it clear why post-sales growth is still the most underutilized advantage in B2B. Alex Raymond is joined by Craig Rosenberg, the Chief Platform Officer at Scale Venture Partners and the co-host of The Transaction, for a conversation about why account management continues to be under-resourced, undertrained, and underleveraged despite its direct impact on retention, expansion, and long-term revenue. Drawing from decades of experience at TOPO, Gartner, and Scale, Craig argues that account managers are often better at identifying customer value than net new sellers, yet they’re rarely given the tools, frameworks, or recognition to lead. Together, Alex and Craig unpack the org design problems that keep post-sales teams sidelined, from confusing leadership structures and weak handoffs to misaligned incentives and the CRO’s disproportionate focus on net new revenue. They explore the potential of pod-based teams, examine the evolving role of the Chief Customer Officer, and make the case for a new revenue structure centered on an SVP of Growth. Craig also shares his take on how AI is rapidly reshaping go-to-market roles and why account managers need to start “talking to the machines” to stay ahead. Plus, Alex previews AMplify 10x Growth System, a bold new framework designed to help AMs think bigger, act like owners, and drive exponential growth from existing customers. Episode Breakdown: 00:00 Introduction to Account Management Secrets 01:19 Why Post-Sales Growth Is Still Overlooked 05:59 The Sales vs. Account Management Investment Gap 09:42 How Pod Structures Improve Retention and Expansion 13:25 The Problem with the Chief Customer Officer Role 15:04 Rethinking Org Design: The Case for an SVP of Growth 25:13 What Boards and Investors Actually Care About 32:13 Why Account Management Needs Its Own Playbook 38:14 The Amplify 10x Growth System Explained 42:48 How AI Is Reshaping Account Management Today Links Connect with Craig Rosenberg: LinkedIn: https://www.linkedin.com/in/craigrosenberg/ https://www.gartner.com/en/topo-now-gartner https://www.scalevp.com/team/craig-rosenberg/ https://thetransaction.substack.com/ Connect with Alex Raymond: LinkedIn: https://www.linkedin.com/in/afraymond/ Website: https://amplifyam.com/ Podcast production and show notes provided by HiveCast.fm
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Why Post-Sale Is Still Broken (And What to Do About It) | EP47
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