Engagement Models for SMB vs Enterprise

User: "Natalie Williams"
Thought Leader
Updated by Heather Wendt

Curious how everyone has structured their customer engagement models based on customer size. Historically, I've worked with customers with primarily enterprise size. And I created engagement models based on ACV, their engagement level, their opportunity level. Currently we are seeing an increase in SMB and curious how or if we should shift how we support these customers. For me, regardless of contract value, I want to ensure customers feel valued and important. But I also realize that doing so may be different for SMB customers. Thoughts? Tips? Any lessons learned that you can share? Thanks!

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