Our team’s season recap - every lap, every win, every pit stop.

What We Will Cover

<$500 MRR

30

$500–$1,000 MRR

21

Revenue Wins

• Maintained Zero Churn For 5 Months

• Secured Multi-Year Renewals Across Key Accounts

• Converted Monthly Customers To Annual.

Risk Mitigation

Intervened Early During:

• Pricing Discussions

• Renewal Uncertainty

• Usage Drops

Expansion- pipeline generation

• ​Built a structured Longshot + Quarterly expansion pipeline for predictable growth.

• Prioritized accounts by real expansion probability to sharpen focus.

• Captured early expansion signals faster, accelerating pipeline creation.

Strong Discovery = Stronger Onboarding & QBRs

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• Refined our discovery framework → clearer goals from Day 1.
• Aligned onboarding to customer outcomes, not checklists.
• Made QBRs goal-driven with structured follow-through and roadmaps.

 Churn Notices Can Become Expansion Moments

• Learned that downgrade requests often signal a hidden opportunity.
• Converted risk moments into upsell wins with the right conversation.
• Built confidence in handling tough renewal scenarios.

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PF → CS Expansion: The Formula 1 To win

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• Identified clear expansion signals through deeper research.
• Built a repeatable PF → CS narrative tied to customer workflows.
• Converted more PF clients by aligning Cleverstory to visible business needs.

 Working With Fractional CMOs Requires a Different Playbook

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• Learned that incentives heavily influence consultant decisions.
• Saw how pricing/value framing changes when a consultant is involved.

 Hard Work Doesn’t Always Prevent Churn - And That’s Okay

• Strong onboarding ≠ guaranteed retention - external factors matter.
• Learned to stay objective and not take churn personally.
• Focus shifted to controlling our process, not every outcome.

 Expansion Strategy — Research-Driven Growth

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• Pre-expansion research checklist to study business model, hiring trends & revenue levers.
• Stronger discovery → sharper onboarding → more relevant expansion pitches.
• Move from feature-selling to outcome-based, predictable expansion.

 High-Value Strategic Accounts — Solving the Tiered Pricing Gap

• Most >$1000 MRR accounts are already tier-expanded; need deeper playbooks.
• Build a tiered expansion model to identify new levers (teams, departments, workflows).
• More research-led approach for complex pricing scenarios.

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 Discovery Call AI Automation — Smarter CS Execution

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• AI to score discovery calls based on depth, structure & expansion-readiness.
• Creates a measurable coaching loop for improvement.
• Ensures consistency across all CS conversations.

 CS → Paperflite Conversion Framework

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• Identify natural conversion moments during onboarding, QBRs & campaigns.
• Map Cleverstory pain points → PF solutions for organic, narrative-led conversions.
• Pilot-first → prove value fast → scale to full PF adoption.

 LMS + Buddy System — Scalable CS Team Development

• 30–60–90 day onboarding playbook for new CS hires.
• Buddy system for structured shadowing & weekly feedback.
• Internal certifications for Cleverstory + Paperflite to unify delivery quality.

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 Accounts Using 3rd-Party Design Services — New Opportunity Channels

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• Route 1: Replace agencies with Moonshot to improve delivery quality.
• Route 2: Partner with agencies as resellers to open new revenue streams.
• Route 3: Tailor pricing & approach for consultant-led / Fractional CMO accounts.