The Official SaaStr Podcast: SaaS | Founders | Investors

The Official SaaStr Podcast: SaaS | Founders | Investors

SaaStr 043: Why You Should Focus More On Upsell Than Customer Acquisition & Forget The MBA, Take A Psychology Degree with Kirsten Helvey, COO @ Cornerstone On Demand

Jul 29, 2016 · 29:56

Listen to Episode

✨ AI Summary

Kirsten Helvey emphasizes upsell over customer acquisition.
Shares insights from rising from employee #30 to COO at Cornerstone OnDemand.
Key takeaway: Focus on existing customers for scaling and psychology over MBA.

Guests on This Episode

KH

Kirsten Helvey

1 podcast appearance

More from The Official SaaStr Podcast: SaaS | Founders | Investors

SaaStr 848: How AI Is Rewiring Sales: Quota, Retention & What's Actually Working with SaaStr, Salesforce and Mangomint

Apr 1, 2026 · 42:56

SaaStr 847: How MangoMint Increased Win Rates with an AI-Powered Stack

Mar 25, 2026 · 31:28

SaaStr 846: 10 Things to Know Before You Deploy Your First AI SDR with SaaStr's CEO and CAIO

Mar 18, 2026 · 01:05:48

SaaStr 845: How SaaStr Built a $5 million Pipeline Machine with 1.5 Humans and 20 AI Agents with SaaStr's Chief AI Officer and Momentum from Salesforce's VP of GTM

Mar 11, 2026 · 41:25

View all episodes →