Published: 27 April 2023
Most companies struggle to achieve account growth in their customer base. Gartner’s Cross-Sell and Upsell Blueprint helps revenue and retention leaders adopt best-practice paths to growth, plus focus on the critical factors that deliver revenue results — specificity, simplicity and clarity of task.
Many executives rely solely on sales to identify new opportunities and drive growth. This creates a single point of failure that unfortunately fails regularly, as more than half of surveyed organizations miss their quotas for key accounts.
Revenue and retention leaders often have blind spots to the growth potential in existing customers since they focus on a singular, historical buying center, and not the full addressable market opportunity across multiple buying centers within a business.
Most companies adopt a generic “just grow” approach to cross-sell and upsell, which assumes that salespeople are responsible for selling all offerings within a large
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