For the last few months, we have been sharing tactical tips with you on how to build a successful revenue growth engine, especially in the midst of changing revenue models and dealing with new complexities.
Separately, we launched a podcast — Hold The Churn — where we host B2B revenue leaders who share untold stories of building and scaling teams + systems and their learnings from doing it for years.
So the obvious next step was to combine the two under one umbrella — Hold The Churn. We'll still be continuing with our series on "Building a Consumption-Ready Revenue Machine" and share the next post soon.
Till then, enjoy the latest episode of Hold The Churn with Paul Melchiorre, ex-Anaplan CRO and author of the book "Selling the Cloud".
Full episode links:
- [Spotify](https://open.spotify.com/show/holdthechurn)
- [Apple Podcasts](https://podcasts.apple.com/holdthechurn)
- [YouTube](https://youtube.com/@quivlyai)
What We Covered
Paul has spent decades at the intersection of enterprise software sales and customer success. In this episode, we talked about:
The shift from seat-based to consumption-based revenue — Paul has lived through multiple pricing model transitions. His perspective on what changes and what stays the same is invaluable.
Building CS teams that drive revenue — Paul is a strong believer that CS should be a revenue function, not a support function. He shares how he thinks about structuring and compensating CS teams to own NRR.
The CRO's relationship with customer success — How should CROs think about their post-sales motion? Paul shares his framework for making CS a competitive advantage.
Lessons from Anaplan — Building one of the fastest-growing enterprise software companies of the last decade taught Paul a lot about what works (and what doesn't) in enterprise revenue.
About Hold The Churn
Hold The Churn is a podcast for B2B revenue leaders navigating the shift to consumption-based pricing and the new operational challenges it creates. Each episode features a conversation with a practitioner who has built and scaled revenue teams in the modern era.
New episodes drop every two weeks. Subscribe wherever you listen to podcasts.