Aligning CS and Sales on Upsell Commission and Account Ownership
When Sales and Customer Success argue over who owns expansion revenue, clients get confused. Here is the clean Rules of Engagement charter.
Amit KasliwalCEO & Founder, Dehurdle
December 06, 20244 min read
The Rules of Engagement Charter
01
Renewal + In-Tier Expansion (<20 seats): Owned 100% by CSM.
02
New Department / Cross-Sell (>50 seats): Co-owned by AE and CSM with split quota credit.
03
Single Client Point of Contact: CSM leads all operational calls; AE leads contract pricing reviews.
The 2-Minute Practice Drill
2-Minute Spoken Drill
The 2-Minute Practice Drill
Practice internal CS-Sales alignment meetings in Dehurdle.