The Premise

Most B2B companies invest heavily in acquiring new customers.

Then they underfund the teams responsible for keeping and growing them. Sales gets systems.

Marketing gets budgets. Post-sale gets told to “keep customers happy.”

Meanwhile, 70-80% of revenue comes from existing customers. Nearly all profit is earned after the first deal.

The Growth Department makes the case for a different model: one where Account Management and Customer Success operate as a growth function, not a service function.

1. There’s no such thing as recurring revenue.Revenue is re-earned every year. Every renewal is a decision. The companies that treat it otherwise are the ones surprised by churn.

2. Protection isn’t growth.Most post-sale teams are designed to reduce risk. That’s not the same as creating value. The Growth Department is about building a function that does both. Account Managers are running businesses.

3. The best ones think like owners.
They see their accounts as portfolios to grow, not relationships to maintain. That changes the conversations they’re invited into.

4. Capacity is a prerequisite for strategy.
You can’t lead customers if your calendar is consumed by internal noise. The book shows how top performers reclaim the time required to do the work that actually matters.

The book is organized around three questions:
1. Why does this matter now?The economics of B2B growth have shifted. Retention and expansion aren’t just important. They’re where the math actually works.

2. What does the work look like?How to think about accounts as portfolios. How to spot expansion before the customer asks. Why most QBRs fail, and what replaces them.

3. How do you build a Growth Department?What leadership needs to change. How to structure teams, incentives, and reporting so post-sale becomes a growth function, not a cost center.

About the Author

Alex Raymond has spent the last decade inside the world of post-sale growth.

As co-founder of Kapta, he helped build one of the first software platforms designed specifically for Account Management. Through that work, and through hundreds of conversations with Account Managers, Customer Success leaders, and executives, he developed a perspective on why most companies underinvest in the teams responsible for keeping and growing customers.

Today, Alex runs AMplify and hosts the Account Management Secrets podcast, where he’s interviewed more than 70 practitioners and executives about what great post-sale work actually looks like.

The Growth Department is the book he wished existed when he started. A case for treating Account Management not as support, but as strategy.

THE GROWTH DEPARTMENT

The Premise

Who This Book Is For

This book is for people who already know post-sale matters.

And suspect it could matter a lot more.

Why “recurring revenue” is a myth and why every dollar must be re-earned

How underinvesting in post-sale creates volatility, burnout, and missed expansion

What it means to treat Account Managers as CEOs of their accounts

How the best teams move from firefighting to planned, compounding growth

Why growth stalls when retention is passive and expansion is optional

The Core Ideas

What's Inside

Proof It Works