Generating two million dollars in net new revenue - in the first year of a new lead gen program. In year two? 10 million.In year three? 25 million! Is it a new sales and marketing initiative? Nope. This came from the customer success organization. Today’s guest … will share that story - as well as other insights for CS teams and revenue leaders. In this episode, Ethan sits down with Trina Dunham, Senior Leader of Customer Success - North America for Red Hat. They discuss: How emotions play a key role in buying decisionsHow the program she implemented gained momentum to identify post-sale opportunitiesWhen did this new initiative begin to gain momentumWhat are “hot leads” and why they may be more valuable than referralsWhy the culture around new initiatives can make or break them and how champions and key practitioners can keep them moving forward More information about Trina and today’s topics: LinkedIn Profile: https://www.linkedin.com/in/trinadunhamCompany Website: https://www.redhat.com/en Subscribe, listen, and rate/review the Customer Experience Podcast on Apple Podcasts, Spotify, Amazon, or Google Podcasts, and find more episodes on our blog.