By Evan Williams, Customer Success Advisor, Growth Molecules. One of the most powerful tools in a Customer Success (CS) leaders’ arsenal is a data-driven 360 view of a customer scorecard. To truly understand where a customer is on their journey, and to be able to proactively identify risk, as well as opportunities for growth and
This article was originally published by Sales & Marketing Management. Customer health dashboards are one of the critical keys to durable revenue growth. At its heart, a good dashboard can summarize tens or hundreds or even thousands of metrics on customer experience into one simple, impactful snapshot of sentiment and behavior. It can tell you
For years now, Gainsight has been leading the campaign regarding the value of customer success and its return on investment. Entire fields of industry are catching on, investing in the ideology and practice as a means of retaining and growing their customer base and capitalizing on the results. Interestingly, despite the overwhelming proof that customer
Wouldn’t it be nice if all of your customers used your products in the exact same way? Of course, it’s never that easy. To illustrate, let’s consider Amazon. Naturally, the e-commerce giant has slews of users that buy things online. At the same time, they also have tons of businesses that sell things on Amazon.
Batman. Spider-Man. Superman. The greatest characters never go out of style. But that doesn’t mean they don’t need updating periodically with a new remake. If these heroes of the big screen don’t stay up to date and relevant, they risk becoming forgotten artifacts of the past. Many of the world’s greatest companies find themselves in
This post was originally published in Ecommerce Times. Though the pandemic isn’t exactly in the rearview mirror yet, we are beginning to understand the effect it’s had on B2B firms across the country — and around the world. One of the biggest paradigm shifts is an increased appreciation for the customer base. We can’t take our customers
Transforming your customer success strategies into revenue-driving operations takes more than additional customer success managers. Expanding the team is not always the right answer to address scale and impact. Often, it’s about leadership. Just as you wouldn’t expect to scale without a sales or marketing operations team, you can’t achieve the growth you dream of without
You’ve probably noticed how fast product-led growth models are skyrocketing in popularity. Wondering why everyone is so gung-ho about this business methodology? One of the biggest reasons is this: Product-led approaches can plummet your customer acquisition costs. Not only does that mean more profit lands on your organization’s bottom line, but it also means there
Gainsight is always excited to see our customers excel with the use of our products. But when they take a new direction of incredible growth and scale, we have a sense of pride that we are a part of their success. That is how we feel about VMware. Recently Gainsight’s Chief Customer Officer, Kellie Capote,
By Sabina Pons, Operating Partner at Growth Molecules™ and a 2022 Top 100 CS Strategist. Company-wide change is very complex. Whether you have an existing and evolving Customer Success (CS) team or are building an organization for the first time, it’s likely that you have experienced the realities of change management: It is hard, uncomfortable, and