Ivo Petkovski

Background

About Ivo Petkovski

SaaS veteran, problem solver, no-frills communicator and 80s metal fan with 20+ years at the B2B coalface. Still learning all the time.I like change, so I've taken a scenic route: studying English & philosophy, CSMing in financial services, then in PR tech, and now happily doing my thing at Kantata, an enterprise-level PSA software. Over the years I've done the lot, from closing support tickets, via managing and renewing £1m+ ARR customers, to building and leading an 8-strong CS team. I found out I prefer doing the work to talking about it, so I went back to being an IC.In the past few years I have niched down into doing contract renewals only, across our global customer base. I get through ~100 logos and ~$10m ARR annually, and I land a few % ahead of the company NRR each year.The art of getting the renewal motion more right than wrong is to understand what needs to happen to match up what we know the tool is worth to what the buyer thinks it’s worth. That could mean months of collaborative work involving lots of people, or it could mean a quick price adjustment or contract change, or something completely different. It’s my job to find, articulate and do whatever brings us to alignment and gets the contract signed.