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The Expansion Dilemma
Unlock expansion revenue by building a specialized "CSDR" team to handle the pitch while your CSMs protect the relationship.
Stop Forcing Your CSMs to Sell
A GTM leader asked for advice on handling Demand Gen for Cross-Selling, specifically whether to build a dedicated BDR team for their new "CS Growth" unit.
The community’s playbook for fueling expansion revenue:
The Rise of the "CSDR". The popular vote goes to building a specialized "Customer Success SDR" team. This isn't an entry-level gig—experts suggest higher pay and a stronger profile than traditional BDRs because they are handling sensitive customer relationships.
Pilot with High EQ. Before hiring net-new, run a pilot. Take your existing BDRs with the best "soft skills" (relationship builders), pair them with CSMs on the top 20% of accounts, and have them co-author the outreach strategy.
Let CSMs be CSMs. Stop trying to force "nurturers" to hunt. Clients trust CSMs because they offer objective advice, not sales pitches. Specialists (Growth Team + CSDRs) outperform generalists every time.
Create New Career Paths. This structure opens a specific lane: SDR → Account Manager. It attracts a different "farmer/hunter" hybrid profile than the traditional AE track.
Bottom line:
Specialization wins. Whether you hire net-new or pilot with existing reps, the key is separating the "prospecting" from the "nurturing" to protect the trusted advisor status of your CSMs. 📈
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As AI fundamentally reshapes content production and analytics, and organizations increasingly favor product-led growth, the traditional CMO mandate is being squeezed from all sides. This event gathers industry leaders to debate whether the Chief Marketing Officer title is simply evolving or if it is destined for obsolescence by 2027. The panel will explore how automation, RevOps consolidation, and cross-functional growth ownership are rewriting the playbook for modern marketing leadership.
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