Executive Summary
As go-to-market (GTM) models for B2B organizations continue to evolve, one thing has become clear. Businesses need to focus more on customer lifetime value (CLTV) as a North Star, with growth leaders focused on more strategic growth that accrues from orchestrating engagement across the entire customer journey. This means no longer thinking in terms of “cross-sell and upsell” for postsale engagement but, rather, shifting to an “expansion revenue mindset” that spans the entire lifecycle.
To aid this transition, businesses should be adopting revenue intelligence technology to further build out a holistic GTM tech stack that supports this new mindset. This report outlines how revenue intelligence systems work and the benefits they provide and offers some out-of-the box solutions to help growth teams get started on implementing them. In addition, the report identifies ways growth organizations can leverage burgeoning agentic artificial intelligence (AI) tools to better identify expansion revenue opportunities and automate key GTM motions that improve expansion revenue outcomes.
Finally, Constellation outlines some recommended actions business leaders can take to make the necessary transition from a siloed approach to postsale revenue optimization and enable the shift toward a more seamless and efficient expansion revenue mindset.
