In my previous post Why Product Qualified Leads Are Rapidly Being Adopted In SaaS I wrote about the main drivers that led many SaaS companies to adopt a new and more effective approach to qualify prospects. That new approach hinges on leading with the product and using feature and usage as primary lead qualification metrics.

It’s the end of the quarter and your client has been having a ton of success with your product. Your Point of Contact (PoC) is eager to share the ROI your product has delivered with the executives on their team. The Quarterly Business Review (QBR) is on the calendar and all that’s left to do

Anyone that knows me knows that I’m obsessed with feedback. I’m that neurotic CEO that reads every Net Promoter Score (NPS) response (Promoter or not), responds to every Glassdoor post (good, bad, and ugly), and even engages on Twitter (speaking of ugly). Why? Partially, I do it because I believe Customer Experience (whether the “Customer”

G2 Crowd just released their 2018 G2 Crowd Grid Report for Customer Success. Download the full report here to learn more about how vendors in this space stack up and how users truly feel about them. “What is the best Customer Success software?” This is the question we posed in last year’s blog post on the 2017

Let me take you back to when I was 10 years old. Yup, I rocked those bangs. I was also super shy. I had an A+ average, but my teachers told my parents that I never participated. I was a great athlete, but I was nervous to go to soccer camp because it meant I’d

Sad fact: Some of the most profound moments of my life have happened on United Airlines red eye flights. While I may have a love-hate (or rather hate-hate) relationship with the incessant yet “unexpected” flight delays, increasingly tiny legroom in Economy “Plus,” and “No-Go” in-flight WiFi, the sheer exhaustion of overnight flights forces my brain

I have watched the rise of Customer Success as a philosophy, a discipline, and a function with great interest and excitement over the years. The idea that the key to retaining and growing your customers was connecting the use of your product to attainment of their business objectives or measurable business value was brilliant. And

The secret is out. Our cover has been blown. Customer Success isn’t just for the SaaS industry. But really though, it is beyond awesome that businesses of all kinds are realizing the benefits of Customer Success. You absolutely don’t need to have a subscription-based service to care about your customers. However, because Customer Success is

It’s incredibly easy to say you put customers’ success at the heart of your business. Including ‘Customer Success’ in job titles can feel like action, as can adding buzz terms like “Customer-First” to your mission statement. However, without incorporating Customer Success Thinking in each part of the business—and across each prospect/customer touchpoint from pre-sale to

A majority of SaaS companies that I’ve built products for have brought their products to market with a sales-led G2M motion. 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. The sales reps would