Kopp: Terminus shifted significant marketing budget to customer-facing discussions
Tim Kopp · The Playbook to Boosting Net Retention (Quickly) with Terminus's CEO | SaaStr Software Community · Feb 26, 2021 · at 14:53
This episode carries Tim Kopp's own address, with nobody on the show putting questions to them. It still counts as said, and it is kept out of every score on their page.
Tim Kopp, CEO of Terminus, explains how reallocating marketing resources toward peer discussions among existing customers boosted retention.
0:00 / 0:19exact quote · 19.6s
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“I shifted a significant amount of resources into customers and to making sure that we did the proper level of frankly, just like getting marketer to marketer discussions happening and we embrace the mindset of no selling, but just hands-on marketer to marketer.”
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Kopp: SaaS Boards and C-Suites Will Discuss NRR More Than Ever
“I believe at a board level discussion at a C-suite, we're going to see more and more discussion, particularly for those of you in marketing you're going to hear more about NRR than ever.”
Kopp: Modern marketing massively underfunds customer marketing
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Terminus shifted CSM compensation from gross dollar to logo retention
“We changed CSM compensation to go from gross dollar retention to logo retention. So even if that meant that we had to right size an account, we always wanted to do what was right for the customer.”