Scaling a SaaS company beyond $2M ARR is about more than just landing new customers! It’s about maximizing the value of the ones you already have. This episode teaches you how to unlock expansion revenue, increase customer retention, and build a more profitable SaaS business. 

From upselling and cross-selling to deepening customer engagement, we dive into the real tactics that fuel scalable, efficient growth from the customers you already have. Net-new customer growth alone isn’t enough — you need to grow within your existing accounts.

In Episode 80 of B2B SaaS Marketing Snacks, Brian Graf and special guest CMO Cecilia Pérez-Muskus break down:

• Why doubling down on account expansion is often the fastest path to sustainable revenue growth
• How to align sales, marketing, and customer success for seamless upsells and cross-sells
• Common mistakes B2B SaaS companies make when trying to expand accounts (and how to avoid or fix them)
• The role of smart pricing and packaging in boosting account expansion success
• How to measure and improve expansion revenue in a practical way

If you’re seeing revenue plateau and want to drive growth without constantly chasing new customers, this is the episode for you.

B2B SaaS Marketing Snacks is one of the most respected voices in the SaaS industry. It is hosted by two leading marketing and revenue growth experts for software:

• Stijn Hendrikse: Author of T2D3 CMO Masterclass & Book, Founder of Kalungi
• Brian Graf: CEO of Kalungi

B2B SaaS companies move through predictable stages of marketing focus, cost and size (as described in the popular T2D3 book). With people cost being a majority of the cost involved, every hire needs to be well worth the investment!

The best founders, CFOs and COOs in B2B SaaS rely on a balance of marketing leadership, strategy and execution to produce the customer and revenue growth they require. Staying flexible and nimble is a key marketing asset in a hard-charging B2B world.

Resources shared in this episode:

• B2B SaaS Go-to-Market Checklist for Successful Market Expansion [Free Download]
• BSMS 31 - T2D3: How some software startups scale, where many fail
• BSMS 43 - What to do when your numbers stall
• T2D3 CMO Masterclass
• Submit and vote on our podcast topics

ABOUT B2B SAAS MARKETING SNACKS
Since 2020, The B2B SaaS Marketing Snacks Podcast has offered software company founders, investors and leadership a fresh source of insights into building a complete and efficient engine for growth.

Meet our Marketing Snacks Podcast Hosts: 

• Stijn Hendrikse: Author of T2D3 Masterclass & Book, Founder of Kalungi
  As a serial entrepreneur and marketing leader, Stijn has contributed to the success of 20+ startups as a C-level executive, including Chief Revenue Officer of Acumatica, CEO of MightyCall, a SaaS contact center solution, and leading the initial global Go-to-Market for Atera, a B2B SaaS Unicorn. Before focusing on startups, Stijn led global SMB Marketing and B2B Product Marketing for Microsoft’s Office platform.

• Brian Graf: CEO of Kalungi
  As CEO of Kalungi, Brian provides high-level strategy, tactical execution, and business leadership expertise to drive long-term growth for B2B SaaS. Brian has successfully led clients in all aspects of marketing growth, from positioning and messaging to event support, product announcements, and channel-spend optimizations, generating qualified leads and brand awareness for clients while prioritizing ROI. Before Kalungi, Brian worked in television advertising, specializing in business intelligence and campaign optimization, and earned his MBA at the University of Washington's Foster School of Business with a focus in finance and marketing.

Visit Kalungi.com to learn more about growing your B2B SaaS company.