Plumbr GTM
What we fix
Most revenue leaders at software companies that sell to accountants and bookkeepers already feel the leak. These are the four we see most, what usually sits underneath each one, and how we fix it: redesign the system, then train the team to run it. Most engagements start with a Leak Diagnostic.
Customers leave right after onboarding or trial
What's usually underneathNo clear owner of the first 90 days, no milestone that proves value before the first bill, and no early signal that an account is drifting. The account likely never gets prepped for renewal, so the first real conversation is the cancellation.
How we fix itArchitecture: Give the first 90 days an owner and a value milestone the customer hits before the first bill. Enablement: Build that milestone into customer success's daily cadence and onboarding, so hitting it is the default, not a save.
Check for this leak in 2 minutesNew reps take too long to carry a number
What's usually underneathA playbook that lives in a deck instead of the workflow, no shared definition of a qualified deal, and managers coaching from instinct. Every extra week of ramp is quota nobody is carrying, and the accounts those reps inherit feel it too.
How we fix itArchitecture: One shared definition of a qualified deal, and a playbook that lives in the CRM workflow. Enablement: Managers trained to coach to it every week, so reps ramp on the system, not on instinct.
Check for this leak in 2 minutesExpansion is flat, even with happy customers
What's usually underneathOwnership that ends at signature, no trigger flagging when an account is ready to grow, and thin relationships with the customer's decision-makers. Healthy customers stay under-packaged because asking isn't anyone's job.
How we fix itArchitecture: Ownership that continues past signature, and a trigger that flags when an account is ready to grow. Enablement: A repeatable expansion play, coached in deal reviews, so asking for growth is someone's job.
Check for this leak in 2 minutesSales, marketing, and product tell different stories
What's usually underneathNo shared definition of the customer, handoffs without shared criteria, and incentives that reward each team's own number. Every team is accurate on its own. Together they're noise, and the customer slows down to sort it out.
How we fix itArchitecture: One definition of the customer, shared handoff criteria, and incentives tied to the shared outcome. Enablement: The shared language built into every team's talk tracks and handoffs, reinforced until it's habit.
Check for this leak in 2 minutes