enterprise expansion engine

9-Month Results Achieved

200% increase in Qualified Leads

$1.2M in closed expansion revenue (2% increase in NDR, with more after departure)

Beginning State

$60M book of mid-market accounts with underperforming 103% NDR; CSMs overloaded with no account prioritization framework to identify expansion opportunities

BHC Approach

Developed a data-driven discovery process to identify and prioritize highest growth-potential accounts

Built an executive sponsor program, allowing C-Suite decision makers to articulate the problems they wanted the product to solve

Integrated expansion selling within existing Sales workflows to maximize efficient closes

12-Month Results Achieved

13% increase in GDR to 94%

$770K increase in retained revenue

70% reduction in founder/C-suite time spent on customer escalations

Beginning State

 $7M ARR with underperforming 83% GRR; reactive CS approach with limited quantification of churn reasons

BHC Approach

Built health scoring mechanism based on documented outcomes and value measurement

Developed a data-driven customer prioritization framework based on renewal likelihood and expansion potential

Deployed a proactive outreach playbook, engaging multiple stakeholders on quantifiable ROI

Enhanced cross-functional feedback loops between CS, Product, Sales, and Marketing