Lawrence Coburn and Pankaj Prasad, co-founders of DoubleDutch, are considering to enhance their new company’s sales function. DoubleDutch was an event solution firm whose key product was a mobile application which served as an event management platform. It could help the customers to engage with their event participants such as attendees at a conference and will also help to obtain a huge amount of detailed information, to get a better experience, and to get that how the event was received.
The company has embraced the growth opportunities rapidly, but both of the co-founders had to make sure that they did not lose their existing customers while attracting and adding the new ones. As the contracts of existing customers were expiring so it needed to make sure that they renew their project with DoubleDutch.
The challenges encountered by the company was who should they make responsible for this renewal? Whether the existing customer development team or should make entirely a new time to pay more attention for this renewal?
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