To date, B2B software companies have relied on marketing qualified leads (MQLs) as a way to determine when someone shows buying intent. As a key qualifier for passing leads along to sales, MQLs have long held a prominent spot in the metrics that matter. But the MQL is giving way to a new, more relevant

The Meeting Every now and then you have a meeting call that reshapes your world view. This past June on a Tuesday evening in Washington, D.C., I had one of those meetings. I was at an investor-hosted healthcare CEO event and had a chance to meet dozens of CEOs whose companies are changing the world

With the “Drive Carefully, Come Back Soon” sign just a speck in the rearview mirror, it seems like a good time to wrap up some of the most valuable insights from the Technology Services World conference hosted in Las Vegas this past week. TSW isn’t just a learning and networking conference for the “Technology-as-a-Service” sector

July 22, 2017—That’s the date I clicked Adopt & Sign on Gainsight’s electronic offer letter. There it was, I had agreed to become the new Vice President of Professional Services at Gainsight. The “IT HAS BEGUN!!” Mortal Kombat soundbyte rang in my ears and I was full of questions about the complexion of the upcoming opportunity

If you’re waiting for the next major cybersecurity breach, history has shown us time and again that you just have to give it a minute. Yahoo. Target. Home Depot. Chase. Sony. OPM. These high profile breaches happen seemingly every few weeks, but the reality is that thousands of cyberattacks are happening every day. It’s no

Jennifer Yorke is the Managing Director, EMEA Client Success at Bazaarvoice. Bazaarvoice helps brands and retailers find and reach consumers, and win them with the content they trust. She has a passion for scaling high growth tech businesses, with a focus on international markets and the post-sales environment. Jennifer is a mentor at startup incubator

First complete product experience platform enables SaaS companies to increase product adoption and time to value for their users Aptrinsic is now Gainsight PX! Gainsight PX helps your team deliver superior product experiences while Gainsight’s customer success platform helps to ensure customers are receiving business value from the product. SAN MATEO, Calif., Sept. 26, 2017 /

“One can’t paint New York as it is, but rather as it is felt.” – Georgia O’Keeffe As a child growing up in Los Angeles, I’ll admit that I may have developed a bit of a superiority complex about California—even having convinced myself that LA was the greatest city in the world. I mean, can

If you’re a Chief Customer Officer like me, chances are your week looks something like mine: 1-hour commute from San Francisco to the Peninsula down the 101 30-minute meetings back-to-back from 7:30 a.m. – 5:30 p.m. every day. See if I can check email on my phone while walking between conference rooms Catch a ride

Thought leaders like McKinsey, Bain, Gartner, Forrester, and Geoffrey Moore have been vocal about the impact Customer Success can have on a company’s growth. In our own benchmarking study, we found companies experience an average 18-point growth improvement from Customer Success initiatives. There is a strong correlation between investment in Customer Success and exponential growth. But if the evidence is clear, why