Dickinson: Dell achieved years of zero-CAC growth through existing customer upsells
Rob Dickinson · Resurface Hits $120k MRR To Protect your API Endpoints · Jan 22, 2022 · at 12:16
Rob Dickinson, founder of Resurface.io, discusses land-and-expand sales strategies based on his prior operational experience at Dell.
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“We had years that we did this at Dell where a majority of our sales went to existing customers where we had virtually no customer acquisition cost.”
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