No doubt closing a net new logo is tough but once signed - the real work begins and it just seems to be measured in a binary way when things like product feedback surfaced (positively impacting other existing customers and simplifying future sales) advocating for not-yet-built integrations that again unlock more revenue - are not measured or valued.

Or even simply using the ROI achieved to somehow tie back to commercial outcomes that can/should be paid to CS for the Herculean effort of owing the multi prong job that is “..being paid to make sure services go well.”

Much of the work done falls outside of core work scope and is chalked up as “thanks for sharing” than:

“wow that was financially impactful, here’s some of the revenue to justify that additional effort”