Most people that I talk to in customer success have few years of experience. They are looking for a framework of drivers and outcomes and a way to communicate clearly to their internal teams - what is the customer success charter and what should be the metrics the team is responsible for. Here's an attempt to address that.
Ensure the security of your HCL environment by applying the Zero Trust princi...
Customer Success Business - San Francisco Roadshow
1. WWW.CUSTOMERSUCCESSSUMMIT.COM
Hear from real practitioners sharing tangible best practices
Meet your customer success community members from around the
world
Network and participate in open forums and round table discussions
Vendor neutral and thought leadership focused.
The ultimate place to discuss all things customer success.
Only 20 tickets left for our Kick-Off Sale! Save 55% when you buy ASAP.
2. The Customer Success Business
Building and Running the Customer Success Machine
Guy Nirpaz,
CEO & Co-Founder, Totango
@guynipraz / guy@totango.com
3. is the leader in
Customer Success
250+
CUSTOMERS
+3M / 50M
Accounts / Monthly Active Users
$5.7B
OF SUBSCRIPTION
15. Customer Success Engagements
Type of engagement & triggers for engagements
EVENT BASED
• Drop in health
• New product release
• Renewal date is approaching
• New team members
PERIODIC
• Business review
• Monthly training session
JOURNEY BASED
• Onboarding
• Adoption
• Escalation
16. Types of Engagements
Things that you do in calls, meeting, email conversation
Type Trigger and Frequency of Engagement
Onboarding new customers Upon contract signage
Onboarding new users Upon new user invitation
Business Reviews – review the attainment of business goals Periodic, monthly or quarterly
Usage review Weekly or monthly
Best practices consultations (domain specific) As a result of low value delivered
Consulting call Upon request
Feedback call Post every engagement and at least
monthly
Pre-escalation discovery Health or other critical metrics has dropped
Escalation Upon escalation
22. Important to note:
• The suggested framework is more subtle in reality
• Finding growth segments requires the ability to segment based on
multiple dimensions of value such as: license utilization, return on
investment (ROI), daily active users / monthly active users ratios
and more
• In many cases also, contract value is dependent on the plan and
target market of the customer, so the same framework needs to be
applied on a market segment basis as well