Achieving and Sustaining 130% Customer Revenue Growth
Mallory currently leads the Account Management & Program Management functions at Handshake, the leading early talent career platform in the U.S (and newly expanded to the UK).
In her role, she works with hundreds of top companies, from the Fortune 50 to small startups to set and refine their early talent recruitment strategy digitally.
Over the past three years, Mallory has grown Handshake's post-sales team from 1-21 people and 40-500 customers. Previously, Mallory has held customer facing roles at Zenefits and Huron Consulting Group.
Customer growth should be at the centre of your business from the beginning - it is the breeding ground for product, marketing and sales.
Upsell and renewal ARR is great for customer acquisition costs and other metrics which are scrutinised on your path to IPO.
Customer Success and Account Management have different functions in enterprise - CSM is the product expert and drives change in the organisation vs AM who act as executive relationship builders and negotiators.
Set up your growth team for success by creating a pricing model with tiers and flexible user driven packages.
Motivate AM teams with regular call coaching, picking a new product for your team to push each quarter and incentivising multi years.