Recurring Revenue, Real-World Results – Closing the Post-Sale Gap

Recurring revenue models are everywhere. But recurring value is still where many subscription, SaaS, and IoT businesses struggle.

In this episode of The Climate Gap: Quick Cuts, Ben Muwoki sits down with Beth Skierski, founder of EGS Solutions, to explore why Customer Success often falls short and how companies can close the post-sale gap that quietly drives churn.

Across climate tech, smart buildings, and enterprise SaaS, many teams invest heavily in product, sales, and onboarding. What happens after the contract is signed is often handled informally, reactively, or inconsistently. This is especially true for project-led businesses moving into subscriptions and IoT vendors shifting into software models.

Beth shares a practical framework for treating the post-sale journey as something that can be deliberately designed, measured, and improved.

In this episode, we cover:

• Why recurring revenue is an operating challenge, not just a pricing decision
• The difference between reactive account management and true Customer Success
• How to design a proactive customer journey that supports adoption and outcomes
• Why renewals are lagging indicators, and what leading indicators matter more
• How IoT and hardware-led businesses can avoid common mistakes when moving into software
• What customer health really looks like beyond renewals and dashboards

If you are scaling a SaaS business, transitioning from project delivery to subscriptions, or leading Customer Success, Revenue, or GTM teams, this episode offers grounded, real-world insight into what actually drives retention and expansion.

About Beth Skierski

Beth Skierski is the Founder and Principal of EGS Solutions, where she helps B2B, SaaS, and IoT-driven companies build sustainable Customer Success organisations.

With a background in engineering, Beth brings a methodical, outcome-focused approach to Customer Success. Her work sits at the intersection of technology, commercial execution, and customer outcomes, helping teams move beyond reactive account management toward proactive, repeatable value delivery.

Beth partners with organisations navigating shifts from project delivery to subscriptions, and from hardware or IoT-led models into software, supporting them in designing customer journeys, defining success metrics, and improving retention and expansion through better post-sale structure.

Watch now and subscribe for more conversations across smart buildings, energy, climate tech, and the teams turning performance into proof.

The Climate Gap is powered by Element Six.

Element Six specializes in addressing talent challenges across the built environment and climate technology sectors. Partnering with technology vendors and solutions providers delivering decarbonization solutions, helping them find the leaders and teams they need to scale.

Decarbonizing the built environment takes bold ideas and brilliant people. Element Six brings them together.

Hosted on Acast. See acast.com/privacy for more information.