Nov
28
Although full bellies, football games and a giant Snoopy floating above the streets of NYC, often distract us, Thanksgiving is a time for family, friends and reflecting on what we are blessed with. We feel especially fortunate at Gainsight, having just gone through a second round of funding, a great experience...
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Nov
26
Well in case you missed it last week, a small company called Salesforce.com hosted their annual Dreamforce conference in San Francisco. The destination event managed to drive over 100,000 people to the city by the bay, resulting in a whole lot of traffic, but even more excitement over the future...
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Nov
13
The subscription economy is forcing companies to take a serious look at revenue from existing customers. The success of your business now relies on retaining and growing revenue from your customer base... or in other words, making sure your customers are healthy. But how do you quantify the health of...
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Nov
07
Dan had some great comments in his post on Nov. 5 about “Aligning Customer Success and Customer Support.” However, there’s something to be said for many companies who have built a traditional sales/support organizational structure without Customer Success in the original plan. So how does a company get from the...
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Nov
06
"Pay no attention to that man behind the curtain." - Wizard of Oz Today, we announced that we raised $20 billion. Just kidding and checking if you're reading carefully. But we did announce we raised $20 million (almost as cool), led by our new friends at Bain Capital Ventures with participation from Summit Partners and...
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Nov
05
Although the title says “aligning”, the most important thing in this particular subject might be “defining”. Because so many Customer Success organizations grow up in the Services part of the enterprise, this means they sit right alongside the Customer Support function. Nothing wrong with that in theory, but in practice...
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Oct
29
Alignment with Sales is a critical component of the long-term success of your Customer Success team. If you assume that Customer Success owns the company retention number, then the combination of Sales and Customer Success drives the total subscription bookings number for the company. That’s interesting to understand because, in...
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Oct
22
This should be a pretty easy blog post to write, right? However, I’ve only ever been one and have never hired one, so writing this is forcing me to think about it in a new light. A very interesting exercise. Credit here to my right-hand man, Paul Piazza, for great...
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Oct
17
It's typical to think of churn as a leaky bucket. How many customers are you retaining? How many are you losing? How much money are you keeping and how much are you leaking? Instead of a leaky bucket, let's think of customer churn as something that results in a doctor's...
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Oct
15
Preparing for a board meeting can be a hassle. But it’s a necessary and beneficial hassle. As recurring revenue companies grow and the renewal and upsell part of the business becomes a larger part of the overall company bookings, the Customer Success update is becoming even more important to the...
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