Revenue Growth Matrix

Defining the differences between Retention, Up-Sell, Cross-Sell, and New Sales.

A common question is how to define the differences between Retention, Up-Sell, Cross-Sell, and New Sales.

While most of them are super easy others are a bit more nuanced. This matrix is meant to clarify the differences.

Glossary:

• Economic Buyer = decision maker within the customer organization who controls the budget for the purchase

• Work = product or service line item

• Work Type

  • Same = work we've done before with the same Economic Buyer

  • Different = work we've never done before with that Economic Buyer

  • New = work we've never done before

• Capability = the expertise in the organization to deliver an outcome

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Source of inspiration: Diamond of Opportunity from Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships