New-account acquisition and account expansion reward different skills and should have different owners. New-account motion typically sits with a hunter-profile salesperson or business development function, while expansion motion sits with an account manager or customer success lead who can spot room to grow inside a trusted relationship.
Who should own new-account acquisition versus account expansion in a go-to-market strategy?
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About the Author: Jacob Camhi
Jacob Camhi is Vice President of Growth at Vx Group, where he works with lower-middle-market B2B companies on relationship-driven growth strategies.