https://posternhq.com/blogEssays on expansion revenue, account management and governance, by Team Postern.en-gbhttps://posternhq.com/blog/account-manager-12-facts-without-a-spreadsheethttps://posternhq.com/blog/account-manager-12-facts-without-a-spreadsheetMon, 19 Oct 2026 00:00:00 GMTTeam PosternAn account plan is not a template. It is twelve concrete, checkable facts that separate an account manager who can price and close an expansion this week from one who has to "find out and get back to you".https://posternhq.com/blog/post-sale-journey-as-revenue-momentshttps://posternhq.com/blog/post-sale-journey-as-revenue-momentsMon, 12 Oct 2026 00:00:00 GMTTeam PosternCustomer journey maps show stages and feelings. Useful for CX, useless for the person who owns the number. Here is the post-sale journey drawn the way an account manager needs it — as a sequence of moments where revenue is created, protected or lost.https://posternhq.com/blog/where-the-farming-week-goeshttps://posternhq.com/blog/where-the-farming-week-goesMon, 05 Oct 2026 00:00:00 GMTTeam PosternAccount managers are hired to grow a book and spend most of the week doing something else. Here are the five leaks we see in almost every team, what each one costs, and which ones are process problems wearing a people costume.https://posternhq.com/blog/csm-vs-am-who-owns-the-moneyhttps://posternhq.com/blog/csm-vs-am-who-owns-the-moneyMon, 28 Sep 2026 00:00:00 GMTTeam PosternCustomer success and account management are constantly conflated, occasionally merged, and frequently at war. The confusion is not about titles. It is about whether commercial ownership of the installed base has been assigned at all.https://posternhq.com/blog/your-discount-approval-policy-is-a-suggestionhttps://posternhq.com/blog/your-discount-approval-policy-is-a-suggestionFri, 04 Sep 2026 00:00:00 GMTTeam PosternWe audited our own product's approval control and found four separate ways past it, every one reachable by an ordinary account manager with a browser. Here is what "the policy is binding" actually has to mean, and how to test whether yours is.https://posternhq.com/blog/why-expansion-is-the-growth-engine-nobody-staffshttps://posternhq.com/blog/why-expansion-is-the-growth-engine-nobody-staffsFri, 04 Sep 2026 00:00:00 GMTTeam PosternMost B2B SaaS companies say they are “land and expand”. Look at the org chart and the comp plan and you find land, land, land. Here is why expansion is structurally under-resourced, and what changes when you treat it as a first-class motion.https://posternhq.com/blog/whitespace-is-a-data-problem-firsthttps://posternhq.com/blog/whitespace-is-a-data-problem-firstFri, 04 Sep 2026 00:00:00 GMTTeam PosternEveryone agrees the installed base is full of unsold product. Almost nobody can say how much, where, or what it is worth. That is not because the sales team is not trying. It is because the data was never structured to answer the question.