The abilities of your team expand as your SaaS business grows, but managing a fast-growing team has many challenges. More people means more processes to implement, more metrics to monitor, and more efforts to coordinate. There are many things you can start doing right now to deal with these challenges, set up for long-term success, and ensure your team is well managed every step of the way.
How to Define, Build, and Deliver a Remarkable Customer ExperienceAmity
Delivering a remarkable and differentiated customer journey is vital to achieving business success. While many companies have taken steps to define the ideal journey for their clients, actually delivering that journey—both initially and at scale—is another story. Defining and operationalizing the requisite organizational changes can be very challenging, and can even require a full-scale cultural shift.
Although originally conceived as a cost center, Customer Success has become a source of revenue for those who know how to make it profitable. How can you turn your Customer Success Management programs in profit centers? What steps should you take to drive profits, and lead your customer to recognize the value of your service?
In this webinar, we’ve partnered with Tri Tuns to discuss:
- CSM as a Profit Center vs. CSM as a Cost Center
- Driving Profits Through Customer Success
- Providing Value Your Customers Will Pay For
Jason Whitehead, Tri Tuns Founder and CEO, and Rick Matney, Senior Consultant at Tri Tuns, tell you how you can drive profit from your Customer Success Management program.
10 Best Practices to Add Automation to Your Customer Success ProcessAmity
Automation can simplify your Customer Success operations. When adding automation your Customer Success process, taking the right steps can help you save time and money. When done wrong, CS automation can cause frustration for both your team and to your customers.
Effective Customer Success is an essential activity for every growing SaaS Business. The challenges of proactive Customer Success grow as the team scales. What are the best strategies for scaling Customer Success?
How to Build an Early Warning System for Customer SuccessAmity
In the battle against churn, not early always means late. The thing is, there’s only so much a Customer Success Manager can manually do to proactively prevent a customer from approaching dangerous territory. Adopting a standardized early warning system is an essential step in implementing customer health to identify risk and opportunity at scale.
10 Best Practices for Calculating Your Customer Health ScoresAmity
How do you know if a customer is healthy? Well... by referring to their Customer Health Score, of course.
When you're considering whether to establish a Customer Health Score, typically your end goal is to develop an Early Warning System to help your team focus on proactive Customer Success.
Having an effective health score will help you:
-Become proactive and data-driven
-Manage your entire customer base
-Have executive visibility on overall progress
In this webinar, we will discuss the 10 best practices you need to consider when calculating your Customer Health Scores.
How To Demonstrate The Value Your Customer Is ReceivingAmity
How do your customers realize your value? They don’t... unless you tell them.
Whether it’s a formal Quarterly Business Review or a quick weekly update email, the art of demonstrating your value is an important part of the Customer Success process.
In this webinar you will learn:
- What types of data customers want to know
- The frequency of updates
- The types of updates
When they are done well, Data-driven Value Updates are addictive. They keep people coming back.
This template will help you codify your customer success strategy. You can read the blog post and download the template here: http://blog.preact.com/customer-success-strategy-template
From customer success metrics to the customer journey, and from the customers' critical path to your customer success team, this template enables you to present your vision to your executive team.
How to Define, Build, and Deliver a Remarkable Customer ExperienceAmity
Delivering a remarkable and differentiated customer journey is vital to achieving business success. While many companies have taken steps to define the ideal journey for their clients, actually delivering that journey—both initially and at scale—is another story. Defining and operationalizing the requisite organizational changes can be very challenging, and can even require a full-scale cultural shift.
Although originally conceived as a cost center, Customer Success has become a source of revenue for those who know how to make it profitable. How can you turn your Customer Success Management programs in profit centers? What steps should you take to drive profits, and lead your customer to recognize the value of your service?
In this webinar, we’ve partnered with Tri Tuns to discuss:
- CSM as a Profit Center vs. CSM as a Cost Center
- Driving Profits Through Customer Success
- Providing Value Your Customers Will Pay For
Jason Whitehead, Tri Tuns Founder and CEO, and Rick Matney, Senior Consultant at Tri Tuns, tell you how you can drive profit from your Customer Success Management program.
10 Best Practices to Add Automation to Your Customer Success ProcessAmity
Automation can simplify your Customer Success operations. When adding automation your Customer Success process, taking the right steps can help you save time and money. When done wrong, CS automation can cause frustration for both your team and to your customers.
Effective Customer Success is an essential activity for every growing SaaS Business. The challenges of proactive Customer Success grow as the team scales. What are the best strategies for scaling Customer Success?
How to Build an Early Warning System for Customer SuccessAmity
In the battle against churn, not early always means late. The thing is, there’s only so much a Customer Success Manager can manually do to proactively prevent a customer from approaching dangerous territory. Adopting a standardized early warning system is an essential step in implementing customer health to identify risk and opportunity at scale.
10 Best Practices for Calculating Your Customer Health ScoresAmity
How do you know if a customer is healthy? Well... by referring to their Customer Health Score, of course.
When you're considering whether to establish a Customer Health Score, typically your end goal is to develop an Early Warning System to help your team focus on proactive Customer Success.
Having an effective health score will help you:
-Become proactive and data-driven
-Manage your entire customer base
-Have executive visibility on overall progress
In this webinar, we will discuss the 10 best practices you need to consider when calculating your Customer Health Scores.
How To Demonstrate The Value Your Customer Is ReceivingAmity
How do your customers realize your value? They don’t... unless you tell them.
Whether it’s a formal Quarterly Business Review or a quick weekly update email, the art of demonstrating your value is an important part of the Customer Success process.
In this webinar you will learn:
- What types of data customers want to know
- The frequency of updates
- The types of updates
When they are done well, Data-driven Value Updates are addictive. They keep people coming back.
This template will help you codify your customer success strategy. You can read the blog post and download the template here: http://blog.preact.com/customer-success-strategy-template
From customer success metrics to the customer journey, and from the customers' critical path to your customer success team, this template enables you to present your vision to your executive team.
Now that you’ve developed your strategy to optimize customer usage, loyalty and renewal, use this Customer Success Action Plan template to outline the activities you and your team will implement in order to reach your goals.
Accelerating The Impact of Customer SuccessGuy Nirpaz
Customer Success is big, it's huge! Once you've rightfully embarked on a customer success initiative for your business you are now faced with the following impact questions:
How to drive ROI from your customer success investment? How to translate the concept of customer success into practice? How to get results in a matter of weeks and not months or years? Spark! is the fastest way to get to results. Introducing goals oriented and modular customer success product. Every customer success module, known as SuccessBLOC is a unit of value that allows you to build your customer success strategy that fits for the needs of your customers and your business. Check it out at www.totango.com
How to Drive Top-Line Growth with Customer Success Management MetricsGainsight
This presentation is all about growing your top-line revenue by leveraging Customer Success Management metrics.
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
The Customer Success Maturity Model | ClientSuccessClientSuccess
Join customer success leader, Dave Blake, CEO/Founder of ClientSuccess as he discusses a customer success maturity model that will help you build, scale, and optimize a high-impact team and culture of customer success. The webinar will help you determine your current customer success maturity and guide you through the next steps and best practices to strengthen your approach to customer success.
We held this webinar on Thursday, June 22, 2017 at 11:00 a.m. MST. The webinar is called “The Customer Success Maturity Model”. You can request the recorded version by entering the following link into your browser:
https://www.clientsuccess.com/recorded-customer-success-maturity-model/?utm_medium=Organic&utm_source=Slideshare&utm_campaign=Slideshare&utm_content=Customer-Success-Maturity-Model-Webinar-Slideshare
Hiring: Structuring and Recruiting A Customer Success Team to ScaleGainsight
Speakers:
Tomasz Tunguz, Partner at Redpoint Ventures
Mike McKee, SVP, Services and Customer Success at Rapid 7
Boaz Maor, Head of Global Customer Success at Intel Mashery
Presented at Pulse Conference 2015.
To optimize your company’s success, you want to find ways to make the lives of your customers as frictionless as possible and anticipate their problems before they know they have them. To help achieve this, you need to create customer success playbooks.
Customer success playbooks help maximize your ability to ensure your customers are happy. They are a framework that includes the set of steps a customer success manager should take to achieve a desired goal and what segment of customers they should focus their proactive efforts on.
Building Skills in Customer Success LeadershipAmity
Are you a new customer success leader, or a CSM who aspires to move into a management role? Are you an experienced executive who moved into customer success from another discipline like sales or product? This webinar focuses on how to tailor these core management areas to customer success, and how to pick up skills in these areas if you don’t have leadership experience.
How Slack Drives Change Management, a Totango webinarTotango
Change is hard, particularly when you are changing the behavior of employees. But Slack has done an unbelievable job in changing the way people work - making it really easy to communicate and collaborate in real time. They have grown to over 6 million daily active users in a few short years since inception. What's their secret?
Rav Dhaliwal, Slack's EMEA Head of Customer Success, gives an encore presentation from Customer Success Summit 2017.
Being the 3rd customer success team member ever hired at Slack, Rav will share Slack's winning approach to driving change and growing adoption. Their method involves 4 phases that are designed to ultimately support a new way of working.
Do you have a product or service that requires change management? Or are you simply impressed by Slack's remarkable growth? Download the webinar presentation and watch the replay!
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - Customer Success for Ad Tech - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from PubMatic, RocketFuel, Lotame, LiveRamp.
Ever wondered why clients churn rates are high, renwal rates are dropping and you can't upsell anymore!
With the more and more challenges business is facing today customer service and account management are becoming outdated because of their passive approach when the problem come knocking to our door we step up to solve the problem;
And here's when Customer Success Management is born being proactive to solve clients issues before it happen is critical to success in today's business world by studying your clients and their industry, business goals and objectives then figure out how you can maximize on those intelligence to make them more successful that's how you're going to play it the right way.
Through this manual a quick glimpse on the importance of successful planning for a customer success program for SaaS companies specially the food industry and a different playbooks for clients life cycle and their health scores plus an action plan on how to fix the issue on every case.
Start Applying today Customer Success And Partner Your Way To Success With Your Clients To Start Making non Seen Before Revenues And Higher Retention Rates.
Scaling Customer Success: Strategies for Account Segmentation Webinar SlidesAmity
Effective strategy in a SaaS business often means offering different service levels to different customer segments. However, it is often not obvious where to draw the lines. What are the right criteria to use for segmentation? What are the types of services to offer? How to organize to delivery these services economically?
Ed Powers and Joshua Robitaille will share their lessons learned developing the segmentation strategy used at SurveyGizmo today.
What Does It Really Mean To Build A Customer Culture?Totango
Whether you call it customer centricity, customer obsession, or customer focused, putting the customer at the center of your company is the right business approach. In order to be customer centric, however, your organization must operate within a strong, pervasive customer culture that supports the business approach.
But what exactly is a customer culture and how do you build it? Review our webinar slides presented by two industry thought leaders, Claire Burge, CEO of This Is Productivity, and Omer Gotlieb, Co-founder of Totango, to learn:
- The specific cultural changes required to truly embrace customer-centricity
- The processes and systems required for customer-centric culture
- The mind-shifts individual team players need to make toward customer-centricity
For recurring revenue businesses, your business success is directly tied to your customer's success. Make sure you catch the on-demand webinar to build the right customer culture for your company.
A Product Person's View of Customer SuccessTotango
From Customer Success Summit 2017 - Sam Boonin, VP Product Strategy at Zendesk discusses, "Customer First: A Product Person's View".
Learn more about Customer Success Summit: http://customersuccesssummit.com
Totango is the leading enterprise- grade customer success platform that helps recurring revenue businesses proactively impact business outcomes with customer success. With solutions to empower Customer Success Teams or entire companies, Totango enables everyone to participate in customer success.
Learn more at www.totango.com.
It’s budget season, and chances are you’re losing sleep over next year’s Customer Success spend. Have you allocated the right amount for headcount? Technology? Enablement? How will your Finance team respond? Are you even in the right ballpark?
Budgeting is one of the most stressful periods on any leader’s calendar—the stakes are just so high. What you need is an extremely practical, hands-on guide through the process from two experts who know the process as well as anyone—Gainsight’s CCO and CFO, Allison Pickens and Igor Beckerman.
In this webinar, you’ll learn:
How to scale your budget based on sales goals for new logos and ARR
Best practices for per-ARR expenditure
High-ROI investments for the next fiscal year
Tactics for setting headcount and CSM account load
And much, much more
A How-To Guide For Proactive Customer SuccessAmity
Whether it’s training, onboarding, or retention, proactive Customer Success is the secret to the success of your SaaS company.
In Customer Success, you’re expected to be proactive. Yet, when your inbox is overflowing with customer issues, customer questions, product updates, and onboarding requests… proactive turns out to be hard to execute. And we get that.
In this webinar, we will cover the five strategies you need to implement for proactive customer success.
How to build an early warning system for customer success sept192018 [aut...Amity
In the battle against churn, not early always means late. The thing is, there’s only so much a Customer Success Manager can manually do to proactively prevent a customer from approaching dangerous territory.
Adopting a standardized early warning system is an essential step in implementing customer health to identify risk and opportunity at scale.
Curious about how to build such a system? Join us on September 19th at 1:00 PM (ET) to learn how to:
• Manage your entire customer base with a consistent health scoring system and ongoing health check-ins
• Oversee high-touch and low-touch portfolios with an automated monitoring system
• Drive consistency and gain visibility into the performance of your Customer Success team at scale
• Become more proactive with a data-driven approach to retention and expansion
Now that you’ve developed your strategy to optimize customer usage, loyalty and renewal, use this Customer Success Action Plan template to outline the activities you and your team will implement in order to reach your goals.
Accelerating The Impact of Customer SuccessGuy Nirpaz
Customer Success is big, it's huge! Once you've rightfully embarked on a customer success initiative for your business you are now faced with the following impact questions:
How to drive ROI from your customer success investment? How to translate the concept of customer success into practice? How to get results in a matter of weeks and not months or years? Spark! is the fastest way to get to results. Introducing goals oriented and modular customer success product. Every customer success module, known as SuccessBLOC is a unit of value that allows you to build your customer success strategy that fits for the needs of your customers and your business. Check it out at www.totango.com
How to Drive Top-Line Growth with Customer Success Management MetricsGainsight
This presentation is all about growing your top-line revenue by leveraging Customer Success Management metrics.
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
The Customer Success Maturity Model | ClientSuccessClientSuccess
Join customer success leader, Dave Blake, CEO/Founder of ClientSuccess as he discusses a customer success maturity model that will help you build, scale, and optimize a high-impact team and culture of customer success. The webinar will help you determine your current customer success maturity and guide you through the next steps and best practices to strengthen your approach to customer success.
We held this webinar on Thursday, June 22, 2017 at 11:00 a.m. MST. The webinar is called “The Customer Success Maturity Model”. You can request the recorded version by entering the following link into your browser:
https://www.clientsuccess.com/recorded-customer-success-maturity-model/?utm_medium=Organic&utm_source=Slideshare&utm_campaign=Slideshare&utm_content=Customer-Success-Maturity-Model-Webinar-Slideshare
Hiring: Structuring and Recruiting A Customer Success Team to ScaleGainsight
Speakers:
Tomasz Tunguz, Partner at Redpoint Ventures
Mike McKee, SVP, Services and Customer Success at Rapid 7
Boaz Maor, Head of Global Customer Success at Intel Mashery
Presented at Pulse Conference 2015.
To optimize your company’s success, you want to find ways to make the lives of your customers as frictionless as possible and anticipate their problems before they know they have them. To help achieve this, you need to create customer success playbooks.
Customer success playbooks help maximize your ability to ensure your customers are happy. They are a framework that includes the set of steps a customer success manager should take to achieve a desired goal and what segment of customers they should focus their proactive efforts on.
Building Skills in Customer Success LeadershipAmity
Are you a new customer success leader, or a CSM who aspires to move into a management role? Are you an experienced executive who moved into customer success from another discipline like sales or product? This webinar focuses on how to tailor these core management areas to customer success, and how to pick up skills in these areas if you don’t have leadership experience.
How Slack Drives Change Management, a Totango webinarTotango
Change is hard, particularly when you are changing the behavior of employees. But Slack has done an unbelievable job in changing the way people work - making it really easy to communicate and collaborate in real time. They have grown to over 6 million daily active users in a few short years since inception. What's their secret?
Rav Dhaliwal, Slack's EMEA Head of Customer Success, gives an encore presentation from Customer Success Summit 2017.
Being the 3rd customer success team member ever hired at Slack, Rav will share Slack's winning approach to driving change and growing adoption. Their method involves 4 phases that are designed to ultimately support a new way of working.
Do you have a product or service that requires change management? Or are you simply impressed by Slack's remarkable growth? Download the webinar presentation and watch the replay!
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - Customer Success for Ad Tech - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from PubMatic, RocketFuel, Lotame, LiveRamp.
Ever wondered why clients churn rates are high, renwal rates are dropping and you can't upsell anymore!
With the more and more challenges business is facing today customer service and account management are becoming outdated because of their passive approach when the problem come knocking to our door we step up to solve the problem;
And here's when Customer Success Management is born being proactive to solve clients issues before it happen is critical to success in today's business world by studying your clients and their industry, business goals and objectives then figure out how you can maximize on those intelligence to make them more successful that's how you're going to play it the right way.
Through this manual a quick glimpse on the importance of successful planning for a customer success program for SaaS companies specially the food industry and a different playbooks for clients life cycle and their health scores plus an action plan on how to fix the issue on every case.
Start Applying today Customer Success And Partner Your Way To Success With Your Clients To Start Making non Seen Before Revenues And Higher Retention Rates.
Scaling Customer Success: Strategies for Account Segmentation Webinar SlidesAmity
Effective strategy in a SaaS business often means offering different service levels to different customer segments. However, it is often not obvious where to draw the lines. What are the right criteria to use for segmentation? What are the types of services to offer? How to organize to delivery these services economically?
Ed Powers and Joshua Robitaille will share their lessons learned developing the segmentation strategy used at SurveyGizmo today.
What Does It Really Mean To Build A Customer Culture?Totango
Whether you call it customer centricity, customer obsession, or customer focused, putting the customer at the center of your company is the right business approach. In order to be customer centric, however, your organization must operate within a strong, pervasive customer culture that supports the business approach.
But what exactly is a customer culture and how do you build it? Review our webinar slides presented by two industry thought leaders, Claire Burge, CEO of This Is Productivity, and Omer Gotlieb, Co-founder of Totango, to learn:
- The specific cultural changes required to truly embrace customer-centricity
- The processes and systems required for customer-centric culture
- The mind-shifts individual team players need to make toward customer-centricity
For recurring revenue businesses, your business success is directly tied to your customer's success. Make sure you catch the on-demand webinar to build the right customer culture for your company.
A Product Person's View of Customer SuccessTotango
From Customer Success Summit 2017 - Sam Boonin, VP Product Strategy at Zendesk discusses, "Customer First: A Product Person's View".
Learn more about Customer Success Summit: http://customersuccesssummit.com
Totango is the leading enterprise- grade customer success platform that helps recurring revenue businesses proactively impact business outcomes with customer success. With solutions to empower Customer Success Teams or entire companies, Totango enables everyone to participate in customer success.
Learn more at www.totango.com.
It’s budget season, and chances are you’re losing sleep over next year’s Customer Success spend. Have you allocated the right amount for headcount? Technology? Enablement? How will your Finance team respond? Are you even in the right ballpark?
Budgeting is one of the most stressful periods on any leader’s calendar—the stakes are just so high. What you need is an extremely practical, hands-on guide through the process from two experts who know the process as well as anyone—Gainsight’s CCO and CFO, Allison Pickens and Igor Beckerman.
In this webinar, you’ll learn:
How to scale your budget based on sales goals for new logos and ARR
Best practices for per-ARR expenditure
High-ROI investments for the next fiscal year
Tactics for setting headcount and CSM account load
And much, much more
A How-To Guide For Proactive Customer SuccessAmity
Whether it’s training, onboarding, or retention, proactive Customer Success is the secret to the success of your SaaS company.
In Customer Success, you’re expected to be proactive. Yet, when your inbox is overflowing with customer issues, customer questions, product updates, and onboarding requests… proactive turns out to be hard to execute. And we get that.
In this webinar, we will cover the five strategies you need to implement for proactive customer success.
How to build an early warning system for customer success sept192018 [aut...Amity
In the battle against churn, not early always means late. The thing is, there’s only so much a Customer Success Manager can manually do to proactively prevent a customer from approaching dangerous territory.
Adopting a standardized early warning system is an essential step in implementing customer health to identify risk and opportunity at scale.
Curious about how to build such a system? Join us on September 19th at 1:00 PM (ET) to learn how to:
• Manage your entire customer base with a consistent health scoring system and ongoing health check-ins
• Oversee high-touch and low-touch portfolios with an automated monitoring system
• Drive consistency and gain visibility into the performance of your Customer Success team at scale
• Become more proactive with a data-driven approach to retention and expansion
How to measure your success as a Customer Success ManagerAmity
As CSMs, we can usually rattle off a number of metrics and statistics that we use to measure our customer's health and success -- but it gets a little less standardized when others ask us how we measure our own success. Renewals and churn are both important metrics to keep an eye on, but they're not the only ones.
In this webinar, we’ve partnered with Sparkcentral to discuss:
- The benefits of a top-down approach when re-evaluating CS team goals
- The importance of CSAT metrics
- Which KPIs to measure if Account Management and CS roles are combined
- Which questions to ask yourself when exploring and assessing your team’s current KPIs and goals
Join Krysta Gahagen and Julia Burnett, two Customer Success Managers from Sparkcentral, for the rundown of which KPIs are truly key for CSMs, and why.
Opticon 2015- Benchmark Your Optimization ProgramOptimizely
Benchmark Your Optimization Program
❯
Featuring speakers from Optimizely
Shana Rusonis, Content Marketing Manager, Optimizely
What does 'normal' look like for an optimization program? What about best-in-class? What are the opportunities and challenges facing teams that are optimizing, and how do they allocate their manpower and budget towards them? We sought out the answers to these tough questions for our first industry benchmark report. Join Optimizely for an in-depth discussion of how to quantify and benchmark optimization performance.
Discover the best practices and considerations for engagement marketing success!
For digital transformation to be achieved, businesses need to think about their wider business strategies considering the people, processes and technology required to leverage an effective results-focused marketing strategy.
This event from Marketo and digital consultancy partner, SuccessFlow, follows the trend of many marketers investing into marketing platforms with no digital strategy. Doing this can lead to wasted time and budget, and there is often limited ability to track success of your marketing automation investment.
The Art and Science of Effective Customer OnboardingAmity
Customer onboarding is both an art and a science. To succeed, you need to find the right balance between a creative content strategy and a data-driven approach. Rely too much on the right side of your brain, and you may be in danger of providing customers with safe, but stale messaging. Lean too far left, and how will you ever know the true impact of your program?
In this webinar, we partnered with Skilljar to discuss:
• Efficient processes for content creation and revision
• Building and evaluating an onboarding program
• Tips and tricks to engage your audience
• Goals and benchmarks for onboarding success
Mark Roberge's The Science of Re-Establishing Growth - Where, When, and HowSales Impact Academy
70% of series A companies fail.
But astonishingly, 70% of Series B and Series C companies fail too.
Study this deck. Watch the YouTube video. And maybe we can bring that % down to 50%. Or less.
Mark Roberge's The Science of Re-Establishing Growth - Where, When, and HowPaul Fifield
70% of series A companies fail.
But astonishingly, 70% of Series B and Series C companies fil too.
Study this deck. Watch the YouTube video. And maybe we can bring that % down to 50%. Or less.
Building a ProACTive Customer Success Team in the age of “Reactive by Default”Customer Growth Advisors
Creating customer fans can be achieved by switching out of the default reactive state to a proactive state of mind. Find out how to drive customer success by way of these three key components (1) onboarding, (2) ongoing success (3) support.
Originally presented at the CS100 Summit 2016.
The signs of change are everywhere. With the Salesforce acquisition of ExactTarget and Oracle’s acquisition of Eloqua, the lines between CRM and marketing automation are disappearing. At the same time the roles and expectations of sales and marketing teams are being re-written.
Rather than simply driving and managing leads in the upper funnel, progressive companies are discovering a new hourglass model aimed at both accelerating customer acquisition and strengthening customer retention.
For a look at the new model leading companies are using to manage and drive growth, tune into this exclusive webinar, which will explore how high growth B2B and B2C organizations are:
re-modeling their approach to their people, process and technology, and
developing new ways to measure and track the success of their customer acquisitions and retention models.
Keep up with the rapidly changing sales and marketing landscape and make sure your teams are modeled for future growth and success.
Try Autopilot free: https://autopilothq.com/free-trial.html
Learn how to use marketing automation and customer journey marketing to grow and scale your business, fast with Autopilot's CMO & Head of Growth, Guy Marion. This presentation was given in London and Amsterdam at Growth Marketing Conference.
Defining and Managing the Entire Customer Lifecycle using Amity Webinar SlidesAmity
Want to manage your full customer lifecycle but don't know where to start? An experienced customer success leader, Sam Brennand, Director of Customer Success at Uberflip, will share his experience implementing the Uberflip customer lifecycle on the Amity platform.
In this webinar you will learn:
- How to define the customer lifecycle.
- How to automate that lifecycle.
- How to track and manage that lifecycle.
How to Proactively Handle Customer Feedback for SuccessAmity
Whether it's feature requests, ideas, insights or general feedback, customers are an amazing source of data. Yet capturing and communicating this data effectively is a huge challenge in SaaS and often falls to customer-facing teams.
With a few simple processes, you can collect, measure, and understand customer feedback. Open a goldmine of opportunities and be the hero your customers deserve while ensuring you are collecting the information that your product team needs to drive the growth of your organization.
The service delivery review the missing agile feedback loop by Matthew PhillipAgile ME
Though the standard agile feedback loops -- product demo, team retrospective and automated tests — provide valuable awareness of health and fitness, many teams and their stakeholders struggle to find a reliable way to understand an important area of feedback, including their level of agility: the fitness of their service delivery. This session introduces the service-delivery review as the forum for this feedback. Participants will learn the basics of how to conduct a service-delivery review and the benefits, as well as typical fitness metrics. The context will be for software-delivery teams but the lessons will be applicable for any team, group or department that provides a service.
Building a Customer Onboarding Program: The Keys to SuccessAmity
Customer onboarding is crucial for SaaS companies looking to drive recurring revenue. It allows you to improve users’ time to value, which leads to increased renewals.
Now, that sounds great in theory. But how, exactly, can your Customer Success team inspire this loyalty? In other words, what steps should your team take to implement an effective onboarding program that drives customer success?
Conversion Optimisation - Create The Foundations For Your Growth & SuccessPRWD
At Gpec Summit 2016, the most important e-commerce event in Central and Eastern Europe, Paul Rouke delivered a keynote presentation explaining what are the four foundational pillars that every business needs to understand and develop. They are foundations which the worlds leading brands have established, including Booking.com, Amazon and ASOS.
Why is all this important? If businesses want to truly succeed in becoming customer centric and using conversion optimisation to grow their business and take market share, it simply will not happen without the right foundations in place.
Is Growth appropriate for startup of any stage? What must very early stage or pre-product market fit stage startups focus on. Practical tips to acquire the first 1000 customers or potential customers. The right questions to ask to collect qualitative data. About engagement and retention. About Growth Process, Lean Stack/Lean Startup, SCRUM, Growth Mindset, AARRR Funnel, Pirate Metrics, Funnel Optimization.
Similar to Managing a Fast Growing Customer Success Team (20)
Why Customer Success Teams Lose Sight of OutcomesAmity
We all want one thing for our Customer Success operations: to positively impact the bottom line.
Customer Success is still a young discipline, and it is easy to lose sight of our mission: delivering customer outcomes. When we focus on our bottom line we can put too much emphasis on internal processes. We fail to see the whole picture, and the customer on the other end of the relationship.
In their effort to become more outcome-focused, Customer Success operations face a number of predictable headwinds. Understanding the impact of these headwinds helps us create strategies to manage them, and start reliably delivering customer outcomes.
A smooth and effortless onboarding process is critical to customer success.
Yet, onboarding is multi-faceted. The first touches on the customer journey can be a mix of product, people, and processes, adding to the complexity of the task.
For that reason, it can be difficult to know what to prioritize, how to improve, and even where to start.
While NPS and CSAT are essential to a solid Voice of the Customer Program, Customer Effort Score (CES) has proven to be the best CX metric to measure onboarding success.
When customer success efforts pay off, they leave you with an interesting problem: more customers to manage, and the need to grow your team accordingly.
A hurdle that customer success teams face is that of scaling from a budget and business-model standpoint, while still providing a consistent customer experience.
Adding headcount linearly doesn’t work, and there’s no secret CSM-to-customer ratio. To make sure you’re neither understaffed nor inefficient, there are, however, some strategies you can follow.
9 Ways to Supercharge Customer Success ProductivityAmity
Do you ever feel stuck in a loop? So many great ideas, but so little bandwidth to actually get things done. As customer success gets out of its infancy stage, some teams are figuring out how to boost their productivity and achieve their full potential.
Monday.com is an example of that. With 26,000 accounts and 18 customer success managers, they’ve taken project management best practices and applied them to their day-to-day.
With these techniques, the team is able to measure the exact working capacity of both Success and Support, and the structure they’ve created drives a “get things done” culture amongst its members.
In this webinar, Tom Ronen, Head of Customer Success at monday.com shares the 9 steps to boosting CSM productivity. The webinar will cover how to:
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Shatter the Customer Success Performance PlateauAmity
We know what customer success is supposed to do: predictably drive revenue growth. Seems clear enough, but what’s less clear it how to actually make that happen.
If you’re doing everything you can but it still feels like your results are stagnating - you’ve hit the performance plateau.
Breaking the circle of limited customer success performance will send your KPIs skyrocketing and your customer success team changed forever. If you're looking to become a game changer and crush your goals, there are a few changes you should make to your workflow, you just need to know what, and how.
To decide if your customer success efforts are effective, you can check your churn rate. Yet, a lagging indicator like your churn rate has one major caveat: it gives you the information you need, after the fact.
This is exactly why customer success professionals use customer health scores to lead their efforts.
A health score is a single actionable metric which you calculate by assembling multiple data points. It tells you who to pay attention to, and when.
How to Engage Your Customer's Top Level ExecutivesAmity
CSMs are proficient at talking to customer champions and their teams, but in order to secure renewals, expansions, and opportunities, there's another person you need to talk to: the one who signs the checks.
Learning how to engage top executives means more effective QBRs but also a better chance at preventing churn.
It's your responsibility as a CSM to get the executives engaged in the first place. Once you have your champion's boss at the table, you need to navigate high-level business strategy conversations without wasting anyone's time.
We keep coming up with fancy ways to describe the purpose of Customer Success, but in the end, we’re here for one thing: ensuring customers are so successful that they renew, term after term.
It’s not unusual to create and follow playbooks throughout adoption phases, but we often skip an important one: the renewal playbook. If you’re going into renewals in the dark and “hoping for the best”, you’re missing a critical step.
Introducing predictability into the renewal process always correlates with lower churn rates, and who doesn’t want that? Design and use a proactive game plan to manage the 90, 60, or 30 days prior to renewal and secure more wins.
How to Measure and Influence Product Adoption to Achieve Customer SuccessAmity
For most CSMs, adoption is the lifecycle stage that comes between onboarding and renewal, but it’s also a process, an action, a metric.
Adoption is a critical step to Customer Success, but there’s a lot of uncertainty around what it means exactly, and how to make sense of it.
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How to Build Your Customer Onboarding PlaybookAmity
Onboarding is a key Customer Success responsibility that can make or break your relationship. During onboarding, a CSM has the opportunity to trigger behavior change, set realistic goals, and define success plans. This opportunity comes with a responsibility - that of ensuring the customer gets value as quickly as possible.
In order to improve that time to first value, you need to create and perfect your onboarding playbook to closely define the tools and actions you’ll need for success.
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QBR Playbooks That Drive Customer Accountability Amity
Responsible customers take initiatives to get more out of your solution. Such customers take control of their experience, and they are eager to grow with you. Sounds wonderful, doesn't it? If you're not there yet, don't panic. It takes some conscious efforts to nurture highly responsible customers. In this webinar you will learn:
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A Framework to Visualize Customer Success Performance DataAmity
Measuring Customer Success performance is a challenge. Customer Success teams have a wide range of goals, and creating a balanced scorecard is not always easy.
In this webinar, Joel Carron, Customer Success Analyst at Mode, shares a framework you can adopt to analyze and visualize Customer Success performance. Using interactive 3D charting, we discuss how to measure your performance as a CSM - and that of your team - focusing on Retention Rate, Expansion MRR %, and NPS.
See the recording here: http://customer-success.getamity.com/customer-success-resources
How to Reduce Churn with Better Product AdoptionAmity
In the age where product-led businesses are beating their competition, product adoption reigns king. The more your users and customers get out of your product, the less likely they are to churn.
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Personalizing a One-To-Many Customer Success ApproachAmity
Not every business model can support a high-touch or even low-touch customer success approach. Some businesses need to choose a tech-touch or automated success model because they have a low price point or a tech-focused customer base. Other companies have a segment of customers that fits best with a one-to-many approach.
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The 4 + 1 Keys to Successful Software AdoptionAmity
Faster adoption is the most direct path to renewing and expanding your customers. Today’s Customer Success teams all want to see rapid adoption and help their customers realize the business value they're paying for.
Customer Success begins with Software Adoption, and successful Software Adoption begins with a well-designed adoption plan. Machines don’t adopt software, people do.
10 Lessons for Your Startup Customer Success Game PlanAmity
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The Customer Success Playbooks You Need to Drive AdoptionAmity
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Empowering Customer Success Managers as Adoption CoachesAmity
One of the most critical functions that Customer Success Managers perform is proactively driving user adoption within your customers' organizations. But how do you do this rapidly, effectively and at scale?
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The agile framework and ideology are hardly new. Many organizations are successfully using it and reinvent the way they build and deliver software. But agile isn't only for development. In this webinar, Todd Eby explores how you can reinvent the way you approach delivering Success using an agile mindset and framework.
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Managing a Fast Growing Customer Success Team
1. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
Managing a Fast-Growing
Customer Success Team
Paul Philp, @Pphilp
Founder & CEO, Amity
2. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
Housekeeping!
Get your tweet on and join the conversation!
#CSwebinar
@GetAmity @Pphilp
Q&A at the end – ask your questions in the chat box!
We will send the slides to everyone soon
3. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
Complexity is the
Enemy of Scale.
4. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
Coordination
and
cooperation
simplify
complexity
5. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
Roadmap for Scalability
Proactive
Chaotic
Repeatable
Rigid
Capacity
Capability
6. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
Capacity
People
Technology Knowledge
7. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
Economics of Scaling
$
Time
8. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
Adding Capacity
Add 1 CSM per $1M to $2M ARR
Bias hiring towards domain-area or process knowledge.
Use technology to reduce FTE needs.
Build new capabilities to deliver results as complexity increases.
9. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
Capabilities
Processes
Tools
Assets
Procedures
Metrics
(Data)
Strategies How We Create Vale, Scope of Customer Success
e.g. Onboarding, Internal Customer Knowledge
e.g. Tickets, Surveys,
e.g. Self-service content, training materials,
e.g. Escalation Handling
e.g. Define Churn,
Internal Customer-facing
10. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
Capabilities Build On Top of Each Other
Knowledge
Base
Content
Freshness
Process
Effectiveness
Testing
11. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
Key Capability Areas
Varies with Business Model
12. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
1) Strategy
Negotiate Customer Success Mandate
Define How Customer Success Creates Value
Customer Engagement Model
Customer Adoption Model
Negotiate Customer Success Funding Model
Conversion, Adoption, Renewal, Expansion
13. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
2) Financial Modeling
Subscription Revenue
COGS
Gross Margin
15%
85%
Sales and Marketing 30%
CAC (Acquisition)
CEC (Expansion)
CRC (Retention)
65%
20%
15%
Development 12%
G & A 12%
14. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
3) Segmentation (for Customer Success
Strategy)
Company SizePotential Revenue Industry Geography Lifecycle Stage
Target 1 Target 2 Target 3
15. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
4) Specialization
Conversion
Adoption
Renewal
Expansion
Industry 1 Industry 2
16. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
5) Talent Management
1. Skills
(specialization)
4. Hiring &
Compensation
1
3
24
2.
Evaluation
3. Training &
Development
17. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
6) Metric Management
Question Type Min Max Goal Actual Insight
Question Type Min Max Goal Actual Insight
Customer
Score
Customer
Rank
Benchmark
Internal
Customer-facing
18. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
7) Performance Management
Identify Key Metrics for Each Specialization
Identify Key Metrics for Overall Team
Conversion Adoption Renewal Expansion
Engagement
Customer and Dollar Churn
Implement Leaderboards
Tie Bonus Compensation to Key Metric Goals
19. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
8) Process Management
Identify
Process
Stages and
Steps
Inputs / Outputs Tools / Assets Automation
On-time
Performance
Reporting
Playbook Design
20. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
9) Early Warning System
Adoption Indicators
Usage Indicators
Outcome Indicators
Engagement Indicators
Insights
Health Scores
Action
21. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
10) Customer Feedback / Stories
Share anecdotal stories
about customers and their
successes and failures.
To the CS team.
To the Entire Company.
22. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
Request a demo with Amity
getamity.com/demo
24. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
Upcoming Webinar:
Registrations open today, at 2:00pm ET
How to Define, Build, and Deliver a
Remarkable Customer Experience
December 7th, at 1pm ET
Registrations open today, 2:00pm ET
25. Managing a Fast-Growing Customer Success Team #CSwebinar @GetAmity @Pphilp
Thank you for being here!
#CSwebinar