Sep
09
Customer Success and Dreamforce go together like peanut butter and jelly. It’s no wonder when they come together, they make such an appetising opportunity. At Dreamforce 2015, customer success will be a major topic of discussion as industry leaders, executives and keynote speakers center on the issues of churn and...
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Sep
02
by Michael Litt, Co-founder and CEO of Vidyard Best in class businesses bending over backwards to help customers become wildly successful is old news. It’s not a secret that to build a successful business, you need happy customers. Many happy customers. And the best businesses understand that the path to...
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Sep
02
Recent studies have shown that failed onboarding and implementation are the biggest reasons for customer churn in the software business. It’s no surprise though; the time between the purchase of the solution and seeing first value is generally a period where the buyer is experiencing buyer's remorse. This bout of...
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Aug
31
Allison Pickens is VP of Customer Success & Business Operations at Gainsight The goal of our Customer Success team at Gainsight is to help you transform your CSM operation. Here’s our view of how that transformation happens: Note that a “process” is the critical unit in the transformation: it’s the...
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Aug
25
Customer Success begins before your customers fully adopt your product. From the moment the contract is signed, you have to be strategic in each of your customer touch points. The customer is excited begin using your software, but this excitement can quickly turn to buyers remorse if their expectations aren’t...
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Aug
24
Allison Pickens is VP of Customer Success & Business Operations at Gainsight Note to Gainsight Customers: This post contains links to Vault Assets you can import directly into Gainsight. There’s nothing worse than waking up on Monday morning and feeling disorganized. Here’s how I get a handle on our business....
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Aug
17
This article was written by Lauren Olerich, Director of Customer Marketing and Nikka Mathur, Senior Manager, Customer Success at Gainsight “Customer Marketing is as nebulous as Customer Success. What is customer marketing? Is it about customers, or is it about the marketing? Is it about your customers’ success, or about...
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Aug
17
Allison Pickens is VP of Customer Success & Business Operations at Gainsight I’ve previously written about how CSM leaders can take on cross-functional leadership roles. Here’s another opportunity for cross-functional leadership: crystalizing your company’s segmentation strategy. CSM leaders are well positioned to coordinate this initiative, given their exposure to how...
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Aug
13
About 10 years ago, I completed the Interactive and Direct Marketing Diploma with the @IDM, in London. Outside of the stress of a two day sit down exam, the course and the business cases we developed were filled with extremely valuable information. Although I now work in the Customer Success...
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Aug
13
If you ever attend a meetup of Customer Success professionals and want to heat-up the discussion, ask how low-touch (from a human-centric standpoint) differs from high-touch and where or if they can coexist within the same customer segment. Then sit back and enjoy the fireworks. This is a very contentious...
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