GoProposal viewed high-touch, proactive onboarding as part of their acquisition cost. Before a trial user even entered their credit card, the team would manually set up their account with brand assets. This "shock and awe" approach wowed customers and dramatically increased conversion.

Move beyond the traditional sales funnel. The "Bow Tie Funnel" visualizes the post-sale journey with conversion at the center. It forces focus on onboarding, retention, expansion, and advocacy, turning a single sale into a self-perpetuating revenue engine fueled by referrals from happy clients.

Don't wait for a formal QBR to discuss expansion. The immediate post-sale period is a golden window for additional sales. The customer's excitement and trust are at their peak. With their most urgent need solved, they are highly receptive to addressing other business challenges.

A 'one-size-fits-all' commission fails to motivate top performers. Advanced affiliate programs use dynamic compensation, tailoring CPA rates by affiliate quality, customer type (new vs. returning), and specific SKUs to create the most compelling incentives.

A successful affiliate program isn't about setting up a link and waiting. It requires actively identifying, recruiting, and managing a few key partners with large, relevant audiences. Treat potential top affiliates like enterprise sales leads, not just names on a list.

Salespeople often disengage after a deal closes. However, since they built the initial trust, they must stay involved during onboarding. This maintains customer momentum and ensures the relationship transitions smoothly, which directly impacts renewals, referrals, and future sales.

A one-size-fits-all sales role fails in consumption models. Success requires segmenting the team into specialized roles—new business acquisition, customer onboarding, and account management—each with distinct incentives aligned to their specific function, from initial sign-up to value realization and expansion.

Don't treat onboarding as a post-sale task. Instead, actively sell the onboarding experience during the sales cycle. Introduce the implementation team and detail the steps to manage expectations, build confidence, and frame onboarding as a core part of the value proposition, not an afterthought.

Sales playbooks are common, but the same rigor should be applied to customer success. Create a dedicated playbook for account managers covering onboarding, user adoption, quarterly business reviews (QBRs), and proactive upsell/cross-sell techniques. This is a significant and often overlooked revenue opportunity.