ZERO-IN on Revenue Ownership

The mechanics of revenue ownership — aligning with your CRO, sharing accountability with sales, mastering the metrics that move boardrooms — are still a work in progress for most teams. This guide gives you the frameworks, expert playbooks, and practical tools to close that gap.

What’s inside

• Four CS initiatives that align with your CRO’s 2026 priorities
• The true cost of sales-CS misalignment and how to fix it
• A framework for shared accountability between sales and CS
• An internal deal review checklist for cleaner handoffs
• Four revenue metrics that earn board credibility
• Five strategic priorities to move those metrics

Contributors

Built from expert sessions at ZERO-IN 2025.

• David Greiff, President and CRO, Play-on Sports
• Kelley Hippler, CRO, Briefly
• Matt Kessler, CRO, Snappy
• Sarah Kiley, Chief Sales Officer, ChurnZero
• Krista Lugo, VP Client Success, Smokeball
• De’Edra Williams, Chief Customer Officer, Customer Success Revenue Frontier
• Jeremy Donaldson, Senior Director of Customer Success, LifeLoop

You’ll come away knowing how to:

• Align CS initiatives with the revenue metrics boards actually track
• Identify ICP drift and misaligned incentives, putting ARR at risk
• Structure the sales-to-CS handoff so every account starts clean
• Replace activity reporting with CLV, TTV, cost to serve, and revenue per CS resource
• Position your team as a revenue function, not a support cost