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Ryan Milligan on Shifting from Growth to Customer Retention · Rev-n-u Unplugged

• James: Once you get to the CRO seat, the question is less how many new customers can I bring in the funnel? It's how well can I bring in new customers that stay, retain, and expand with us over a long period of time. And that paradigm shift to quality of customer is really harsh if you were a VP of sales who's focused on closing on the new business. And then all of a sudden you have to care about the retention and expansion of all these customers you brought on over time.