Retention vs. Growth: The System-of-Record GTM Trap
Understand why owning customer data defends revenue but doesn't grow it, and how to design a GTM/data strategy that captures expansion revenue in the AI-agent era.
3 sections · 5 lessons
Course outline
Retention vs. Growth — Two Different Assets
- Why High Retention Doesn't Guarantee Growth
- The Widening Gap: Core Product vs. Data Layer Growth
The Agent-Era Storage Economics Problem
- Why $3,000/GB Storage Breaks at Agent Scale
- Zero Copy: How Salesforce Is Decoupling Data from Its Core Product
Applying the Framework
- Designing a GTM/Data Strategy That Captures Expansion Revenue