Finding New Growth Without New Logos with Robert Clarkson

Robert Clarkson has run revenue at PayPal, Stripe, Payoneer and now Fiserv. At one company growing 16% to 19% a year, he stopped measuring the team on what it sold and started measuring what customers got. It hit 26% the next year and never dropped below 30%. Rachael Bueckert and Robert Clarkson, CRO for SMB and Clover at Fiserv, on the three growth levers, paying sales on customer outcomes, hunters vs growers, and NDR over 100%. Resources Mentioned in This Episode: USC Frameworks https://unionsquareconsulting.com/fra... 01:15 - The three growth levers every CRO has 04:53 - Inheriting a quilt when you need a mosaic 13:21 - Giving SMBs the analytics only enterprises had 23:27 - The model he runs at every company 27:36 - Putting customer success in the sales comp plan 32:23 - Why net dollar retention has to clear 100% 40:19 - Hunters and growers 41:59 - Six features sold, five in use 46:38 - From 19% to 26% to never under 30% 49:28 - Uber didn't build a better taxi ___________________________________________ We help B2B SaaS companies using Salesforce grow revenue faster, more predictably and more repeatably through a combination of systems management, data driven insights and RevOps strategy and planning. Book a call today! Website: www.unionsquareconsulting.com LinkedIn: www.linkedin.com/in/edwardreynolds Podcast: https://open.spotify.com/show/1CM3rme... #b2bsaas #b2bsales #outboundsales #gotomarket #gtmstrategy #revops #revenueoperations #salesstrategy #b2bsales #saasgrowth #pipelinegeneration #revenuegrowth #salesoperations #cro #GTM #founders #saasfounders #b2bmarketing #growthstrategy #startupgrowth #scaleups #founderadvice #leadershiptips #businesstips