Silicon Valley versus Wall Street. Warriors versus Cavs. Tupac versus Biggie. The West Coast versus East Coast rivalry has a long and storied history—and I’m definitely caught in the middle! I have deep roots on both coasts. As such, I was excited to lead our ‘CCO Connect’ forum back in my old college town of
“Ownership” is one of the most overused terms in modern work; it shows up in the business buzzword dictionary right next to “synergy” and “taking things offline.” In a typical large company, you can find at least a dozen people that “own” hot initiatives like “the cloud” or “our artificial intelligence strategy.” Strangely, when things
Over the past few months, the interest we’ve seen from customers and prospects about Customer Marketing has been overwhelming. This key function paves the road for your customers to grow and accelerate new revenue for your business. In April, we blogged about why we moved Customer Marketing into Customer Success and our approach in the
In the list of excuses that senior executives of Healthcare companies give for why they choose not to implement a Customer Success strategy and enable it with technology, number one is the age-old excuse: “But I don’t have any access to my patient’s data!” Unfortunately for that way of thinking, innovation in the Healthcare IT
Enterprise companies are looking for ways to leverage rich customer data to accelerate growth within their existing customer base. As previewed during my Keynote at the Pulse Conference, this need informed our exciting Spring Release and will continue to drive our overall product roadmap. With the Spring Release, Gainsight introduces innovative features to help your
Two weeks ago on Friday night at 8:15 PM, I pulled into the parking lot at Palo Alto Medical Foundation Urgent Care near our house. After a few days of struggling with a bad cold, I finally went in to get checked out. By the time I reached the front desk, I could barely breathe
A friend who is a salesperson at an enterprise SaaS company recently emailed me: “It’s the wild west here to get a customer reference. Nobody has any idea where to go or what to do. It slows me down immensely.” A well-functioning Customer Marketing function can be a fountain of value, solving this problem plus
What does it mean to manage a recurring-revenue business? How should functions rally around the customer? What are operational best practices? What targets should you strive for? To answer these questions, TSIA, Gainsight, and ServiceSource came together to conduct the first Recurring Revenue Tour in Boston on April 11. This event included thought leadership presentations
Allison Pickens is Chief Customer Officer at Gainsight. Thanks to many Gainsters for building the processes described in this post and contributing to the writing of it – including Sridhar Gollapalli (Director of our Customer Success team in India), Sara Vaughan, Emily McDaniel, Will Robins and Devin Stevens. As I write this, I’m flying from
This post was co-authored by Allison Pickens. If you’re a Chief Revenue Officer, you wake up every morning thinking about how to grow faster. That will never change. But as your company shifts to a recurring revenue business model, the way that you grow must change. 10 years ago, you were thinking about the Pipeline