Ross Fulton, Founder & CEO

About Ross Fulton

Prior to founding Valuize, Ross spent over 16 years growing software companies and their partners in go-to-market strategy, sales engineering and customer success leadership roles on both sides of the Atlantic. An Englishman by birth but not by nature…he’ll take an espresso over tea every time!

Who should own Expansion Revenue?

By |2019-01-12T21:53:56+00:00April 23rd, 2018|video| In Your B2B SaaS company, is it clear what role or team can be most successful at expanding revenue from your existing customer base… ...and therefore who should be accountable and incentivized to do so? No? First, it’s worth acknowledging that you’re not alone in being unsure. There is a raging debate [...]

Aligning Outcomes Across Sales and Customer Success

By |2019-01-12T21:54:09+00:00April 16th, 2018|video| Is your Sales team selling the outcomes that your Customer Success team is set up to deliver and measure? If your B2B SaaS Sales team is selling something different to what your Customer Success team can deliver, then your subscription unit economics will fail.  And then your business will fail. Take a second... [...]

Accidents Happen At Intersections

By |2019-01-12T21:54:18+00:00April 16th, 2018|video| Accidents happen at intersections... ...and 100% of the accidents that cause customer and revenue churn in your B2B SaaS business happen at intersections that exist in your customer journey. There is one particular intersection that, if allowed to exist, is the most dangerous and will cause the most churn in your B2B [...]

How To Focus Your SaaS Pipeline On Potential Successful Customers Not Just Buyers

By |2019-01-12T21:54:27+00:00March 21st, 2018|articles|

  This is the second article in my 5 part series (introduced here). The series focuses on how your B2B SaaS business can increase revenue retention and expansion through your customer acquisition strategy. In short, I'm explaining how to align your Customer Success strategy with your Sales strategy. In the last article, we reviewed the why [...]

Stop Pitching SaaS Products and Start Prescribing Outcomes

By |2019-05-22T18:17:24+00:00March 8th, 2018|articles|

  This is the first in a 5 part series introduced here. The series is focused on how to increase revenue retention and expansion through your customer acquisition (Sales) strategy. Put another way, this series will explain how to align your Customer Success strategy with your Sales strategy. So let's begin with how to Prescribe Value-Based [...]

5 Ways to Increase SaaS Revenue Retention and Expansion through your Sales Strategy

By |2019-01-12T21:54:47+00:00March 8th, 2018|articles|

To create and sustain a growing and profitable B2B SaaS business you need a powerful revenue retention and expansion engine at its heart. As with all powerful and reliable engines, your revenue retention and expansion engine must be constructed with components that fit seamlessly together. This will set your business on cruise control towards positive [...]

5 Keys to Unlocking Negative Churn in B2B SaaS

By |2019-01-12T21:54:57+00:00February 21st, 2018|articles|

Churn, retention, retained revenue, gross, negative, expansion… 2018 the SaaS gods will surely create at least 5 more terms for the concepts of keeping and growing recurring revenue from an existing customer base. Whatever you may call it, as a growth-stage (or beyond) B2B SaaS leader how to achieve negative churn is what should [...]

Why Customer Success Strategy for Early Stage SaaS Startups is Crucial

By |2019-01-23T00:43:27+00:00February 7th, 2018|articles|

Should early-stage SaaS startups prioritize the design and integration of their Customer Success Strategy? After all, isn’t product development and new customer acquisition all that matters? At least until we get deep into 7 figures of ARR? Yes, it's a priority. A big one. It's part of the startup's search for product/market fit. Whether Customer [...]

Is Your Customer Success Strategy Smashing Through Walls?

By |2019-01-23T00:43:35+00:00February 6th, 2018|articles|

Strong. Determined. Brave…and covered in brick dust and plasterboard. All the above are common traits of a top Customer Success leader in today’s successful B2B SaaS companies . These leaders are armed with a Customer Success strategy that empowers them to run through walls in their businesses. These high, and hard walls are made up of [...]

Strategic Customer Success Lessons from 400 SaaS Companies: Part 2

By |2019-01-23T00:43:43+00:00February 5th, 2018|articles|

  Welcome to Part 2 of Strategic Customer Success Lessons from 400 SaaS Companies. This 2 part series offers strategic lessons on how to use your Customer Success Strategy to improve the unit economics and, therefore, the growth and valuation of your SaaS company. These lessons are a result of my analysis of the 2017 Private [...]