30 minutes

How to grow your ARR as a CSM

Every business needs to grow, and upselling is a crucial part of that. But as a CSM, you always need to keep your customers’ interests in mind and create ongoing value that they will benefit from. Shifting focus between solving their everyday challenges and daring to take that discussion about expansion is a balancing act - but one that’s critical as a revenue function.

In this CSM corner we have invited Robyn Savage, Customer Success Lead at Tessian and Reed Kordella, Enterprise Customer Succuess Manager at Box who will share their experiences and best practices on how to run expansion.

Watch the session to learn:

  • what upsell really is about

  • tips for improving your customer expansion strategy

  • how to reveal upsell opportunities

About the speakers

Gurprem Sagoo

Customer Success Operations Manager, Planhat

Moderator

Gurprem has worked in the customer success space for over a decade and was awarded CSM of the year in 2022. Prior to Planhat, he was a Strategic Customer Success Manager at Box, where he provided CS best practices for the wider team.

Gurprem Sagoo

Customer Success Operations Manager, Planhat

Moderator

Gurprem has worked in the customer success space for over a decade and was awarded CSM of the year in 2022. Prior to Planhat, he was a Strategic Customer Success Manager at Box, where he provided CS best practices for the wider team.

Gurprem Sagoo

Customer Success Operations Manager, Planhat

Moderator

Gurprem has worked in the customer success space for over a decade and was awarded CSM of the year in 2022. Prior to Planhat, he was a Strategic Customer Success Manager at Box, where he provided CS best practices for the wider team.

Gurprem Sagoo

Customer Success Operations Manager, Planhat

Moderator

Gurprem has worked in the customer success space for over a decade and was awarded CSM of the year in 2022. Prior to Planhat, he was a Strategic Customer Success Manager at Box, where he provided CS best practices for the wider team.

Robyn Savage

CS Lead, Tessian

Robyn Savage is Customer Success Lead at Tessian (one of the UK’s fastest-growing private tech companies). Having started her career at Google, Robyn has undertaken CSM positions across ecommerce and cybersecurity, and has seen the CS specialism evolve rapidly during this time. She believes passionately in putting customers at the centre of decision making, finding mutual wins, and recognising CS as a revenue-driving function from the get go.

Robyn Savage

CS Lead, Tessian

Robyn Savage is Customer Success Lead at Tessian (one of the UK’s fastest-growing private tech companies). Having started her career at Google, Robyn has undertaken CSM positions across ecommerce and cybersecurity, and has seen the CS specialism evolve rapidly during this time. She believes passionately in putting customers at the centre of decision making, finding mutual wins, and recognising CS as a revenue-driving function from the get go.

Robyn Savage

CS Lead, Tessian

Robyn Savage is Customer Success Lead at Tessian (one of the UK’s fastest-growing private tech companies). Having started her career at Google, Robyn has undertaken CSM positions across ecommerce and cybersecurity, and has seen the CS specialism evolve rapidly during this time. She believes passionately in putting customers at the centre of decision making, finding mutual wins, and recognising CS as a revenue-driving function from the get go.

Robyn Savage

CS Lead, Tessian

Robyn Savage is Customer Success Lead at Tessian (one of the UK’s fastest-growing private tech companies). Having started her career at Google, Robyn has undertaken CSM positions across ecommerce and cybersecurity, and has seen the CS specialism evolve rapidly during this time. She believes passionately in putting customers at the centre of decision making, finding mutual wins, and recognising CS as a revenue-driving function from the get go.

Reed Kordella

Enterprise CSM, Box

Reed Kordella is an Enterprise CSM at Box with prior CS experience in multiple SaaS organizations and industries. His career began as an SDR turned AE and believes those roles can truly be a game changer to prepare one to work long-term with customers. Reed values strong discovery skills and a sense of curiosity in order to dig deep into what makes his customers excited about their solutions and how to build value throughout a partnership.

Reed Kordella

Enterprise CSM, Box

Reed Kordella is an Enterprise CSM at Box with prior CS experience in multiple SaaS organizations and industries. His career began as an SDR turned AE and believes those roles can truly be a game changer to prepare one to work long-term with customers. Reed values strong discovery skills and a sense of curiosity in order to dig deep into what makes his customers excited about their solutions and how to build value throughout a partnership.

Reed Kordella

Enterprise CSM, Box

Reed Kordella is an Enterprise CSM at Box with prior CS experience in multiple SaaS organizations and industries. His career began as an SDR turned AE and believes those roles can truly be a game changer to prepare one to work long-term with customers. Reed values strong discovery skills and a sense of curiosity in order to dig deep into what makes his customers excited about their solutions and how to build value throughout a partnership.

Reed Kordella

Enterprise CSM, Box

Reed Kordella is an Enterprise CSM at Box with prior CS experience in multiple SaaS organizations and industries. His career began as an SDR turned AE and believes those roles can truly be a game changer to prepare one to work long-term with customers. Reed values strong discovery skills and a sense of curiosity in order to dig deep into what makes his customers excited about their solutions and how to build value throughout a partnership.

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