Practical Customer Success Management
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| Author | : Nick Mehta |
| Publisher | : John Wiley & Sons |
| Total Pages | : 256 |
| Release | : 2016-02-29 |
| Genre | : Business & Economics |
| ISBN | : 1119167965 |
Your business success is now forever linked to the success of your customers Customer Success is the groundbreaking guide to the exciting new model of customer management. Business relationships are fundamentally changing. In the world B.C. (Before Cloud), companies could focus totally on sales and marketing because customers were often 'stuck' after purchasing. Therefore, all of the 'post-sale' experience was a cost center in most companies. In the world A.B. (After Benioff), with granular per-year, per-month or per-use pricing models, cloud deployments and many competitive options, customers now have the power. As such, B2B vendors must deliver success for their clients to achieve success for their own businesses. Customer success teams are being created in companies to quarterback the customer lifecycle and drive adoption, renewals, up-sell and advocacy. The Customer Success philosophy is invading the boardroom and impacting the way CEOs think about their business. Today, Customer Success is the hottest B2B movement since the advent of the subscription business model, and this book is the one-of-a-kind guide that shows you how to make it work in your company. From the initial planning stages through execution, you'll have expert guidance to help you: Understand the context that led to the start of the Customer Success movement Build a Customer Success strategy proven by the most competitive companies in the world Implement an action plan for structuring the Customer Success organization, tiering your customers, and developing the right cross-functional playbooks Customers want products that help them achieve their own business outcomes. By enabling your customers to realize value in your products, you're protecting recurring revenue and creating a customer for life. Customer Success shows you how to kick start your customer-centric revolution, and make it stick for the long term.
| Author | : Ashvin Vaidyanathan |
| Publisher | : John Wiley & Sons |
| Total Pages | : 297 |
| Release | : 2020-01-15 |
| Genre | : Business & Economics |
| ISBN | : 1119624614 |
The definitive “Customer Success Manager How-To-Guide” for the CSM profession from Gainsight, who brought you the market-leading Customer Success The Customer Success Manager has become a critical asset to organizations across the business landscape. As the subscription model has spread from the cloud and SaaS to more sectors of the economy, that pivotal role will only grow in importance. That’s because if you want to compete and thrive in this new environment, you need to put the customer at the center of your strategy. You need to recognize you’re no longer selling just a product. You’re selling an outcome. Customer Success Managers (CSM) are committed to capturing and delivering those outcomes by listening to their customers, understanding their needs, and adapting products and services to drive success. Although several existing resources address the customer success imperative, there is no authoritative instruction manual for the CSM profession—until now. The Customer Success Professional’s Handbook is the definitive reference book for CSMs and similar roles in the field. This practical, first-of-its-kind manual fills a significant gap in professional customer success literature, providing the knowledge every CSM needs to succeed—from the practitioner level all the way to senior leadership. The authors—acknowledged experts in building, training, and managing Customer Success teams—offer real-world guidance and practical advice for aspiring and experienced CSMs alike. The handbook is written by practioners for practioners. An indispensable resource for front-line Customer Success Managers, this much-needed book: Demonstrates how to build, implement, and manage a Customer Success team Helps new CSMs develop their skills and proficiency to be more employable and grow in their careers Provides clear guidance for managers on how to hire a stellar CSM Presents practical tactics needed to drive revenue growth during renewal, expansion, and customer advocacy opportunities Explains proven methods and strategies for mentoring CSMs throughout their careers Offers valuable insights from Gainsight, the Customer Success Company, and the broader customer success community with more than a dozen of the industry’s most respected leaders contributing their perspectives Currently, with over 70,000 open positions, Customer Success Manager in one of the fastest-growing jobs in the world. The Customer Success Professional’s Handbook: How to Thrive in One of the World's Fastest Growing Careers—While Driving Growth For Your Company will prove to be your go-to manual throughout every stage of your CSM career.
| Author | : Nick Mehta |
| Publisher | : John Wiley & Sons |
| Total Pages | : 392 |
| Release | : 2020-05-19 |
| Genre | : Business & Economics |
| ISBN | : 1119572762 |
If leaders aren't integrating their digital offerings into a philosophy of Customer Success, they will be defeated in the next decade, because technical excellence and other traditional competitive advantages are becoming too easy to imitate. The Customer Success Economy offers examples and specifics of how companies can transform. It addresses the pains of transforming organizational charts, leadership roles, responsibilities, and strategies so the whole company works together in total service to the customer. Shows leaders how their digital implementations will make them more Amazon-like Helps you deliver recurring revenue Shows you how to embrace customer retention Demonstrates the importance of "churning" less Get that competitive advantage in the most relevant and important arena today—making and cultivating happy customers.
| Author | : Guy Nirpaz |
| Publisher | : Guy Nirpaz |
| Total Pages | : 140 |
| Release | : 2016-02-21 |
| Genre | : Customer relations |
| ISBN | : 9780692620939 |
Across entire verticals of the economy the new normal is the recurring revenue business. Charging customers on a monthly basis, firms with this model have to play by an entirely new set of rules, rules which generally favor the customer over the seller. But this new model also opens up fantastic opportunities to provide and extract more value from the relationship as well. To create that value business needs to move away from a hunting mindset to a farming mindset. That change is the new paradigm of Customer Success. Many business leaders have heard of Customer Success but few understand what it really means to run their business from the Customer Success standpoint. Even fewer have the experience to build the Customer Success function and optimize its performance. As a pioneer in the field of Customer Success, Guy Nirpaz is acknowledged as one of the earliest proponents of this business realignment. In
| Author | : Francoise Tourniaire |
| Publisher | : Lulu.com |
| Total Pages | : 389 |
| Release | : 2016-02-02 |
| Genre | : Business & Economics |
| ISBN | : 1329873319 |
Are you a customer success or support executive curious about adapting industry best practices to your organization? Are you a newly-promoted customer success or support manager with plenty of ideas, but not much management experience? Or are you an executive with no hands-on experience with customer success, but wanting to learn more about how to decrease churn and improve revenue expansion from existing customers? The Art of Support is a practical guide for managers and executives that answers your questions. In it, you will find: - Best practices for customer success and support, from designing customer lifecycle journeys, to managing day-to-day activities, to measuring results. - Nuanced recommendations to build or improve your organization. - Dozens of practical tools you can use right away such as customer scorecards, sample support portfolios, hiring checklists, decision trees for selecting support models, job ladders, and budget templates.
| Author | : Richard Lepsinger |
| Publisher | : John Wiley & Sons |
| Total Pages | : 85 |
| Release | : 2010-09-09 |
| Genre | : Business & Economics |
| ISBN | : 0470872411 |
In today’s complex organizations it is not uncommon to have as many as 50 percent of employees working on virtual teams. As the “virtual revolution” continues to spread, how can companies ensure that virtual team collaboration is producing the desired results? Highly practical and easy to navigate, Virtual Team Success leverages the authors’ robust global research study and hands-on experience to provide an immediately usable resource for virtual team members and team leaders. This groundbreaking book is a hands-on, practical toolkit filled with down-to-earth examples and insights that can enhance the virtual team experience for everyone involved. The authors’ research study is one of the most comprehensive applied studies ever conducted on virtual teams, and all of the recommendations outlined are based on these findings as well as the authors’ years of experience helping virtual teams and virtual team leaders effectively lead and collaborate from a distance. To help organizations and leaders enhance virtual team performance, the book includes: Why Virtual Teams Fail—outlines the four pitfalls that frequently derail virtual teams Profile of High Performing Teams—addresses the characteristics of the most effective virtual teams and what makes them successful Virtual Team Launch Kit—provides practical guidelines and tools for successfully launching virtual teams How to RAMP Up Your Team’s Effectiveness—introduces a practical research-based model of virtual team effectiveness to improve team performance Profile of Top Performing Virtual Team Leaders—identifies the practices of the most successful virtual team leaders Facilitating High-Impact Virtual Meetings—includes tips and techniques to effectively lead “v-meetings” Virtual Team Success also includes practical resources for virtual team leaders, quick reference guides for diagnosing virtual team problems, and six lessons for virtual team success.
| Author | : László Károlyi |
| Publisher | : iUniverse |
| Total Pages | : 231 |
| Release | : 2015-01-05 |
| Genre | : Business & Economics |
| ISBN | : 1491753420 |
A successful business executive helps you propel your business forward by sharing the successes and mistakes that hes learned over a thirty-year career. Divided into four sections that coincide with the changing seasons, the lessons allow you to excel when times are good and bad. The fifteenth and final story in each chapter is by a guest writer who provides a different point of view on an important business topic. There are lessons for autumn, when the world is changing; for winter, when new solutions should be sought out; for spring, when its difficult to implement new ideas; and for summer, when its time to reap the rewards of hard work. Get tools and strategies you need to: adjust to change so your business can thrive; keep calm under pressure and manage crises; combine tradition and innovation to achieve better results; strike a healthy balance between work and private life. By being creative, you can keep business surging in the right direction. All it takes is the determination to learn, plan, and adapt to change by being a Business Chameleon.
| Author | : Forrest W. Breyfogle, III |
| Publisher | : John Wiley & Sons |
| Total Pages | : 296 |
| Release | : 2000-10-11 |
| Genre | : Technology & Engineering |
| ISBN | : 9780471396734 |
Advance Praise for Managing Six Sigma "This book is a unique blend of practical knowledge and cultural change, revolution and evolution strategies. I recommend that serious managers buy the book, spend some serious time reading, and then go out and use its lessons to make a name for themselves."-William Baker, Benchmarking/Knowledge Transfer Office, Raytheon Corporation "I believe Managing Six Sigma will be the new reference standard for the quality movement in coming years."-Robert T. Hunter, Executive Vice President, Rehnborg Center for Nutrition and Wellness "[The authors'] step-by-step process for integrating the tools of Six Sigma takes the mystery out of this methodology and, by itself, makes this book worth having."-Dennis Adsit, PhD, Vice President, Quality, Intuit "Breyfogle's Six Sigma deployment methodology is explained in detail for four different business processes: manufacturing, service, transactional, and development. . . . His 21-step plan for each business process is explained in a way that allows any type of company to perform a successful implementation."-Mark Feller, Director of Quality, Baker Electronics "Breyfogle teaches not only the wider application but also the deeper implications and in-depth implementation of Six Sigma deployment in organizations large and small."-Ram Josyula, President, gelrad.com Managing Six Sigma is the only book that provides both detailed coverage of Six Sigma techniques and effective methods for managing those who implement Six Sigma. With real-world case studies recounting the triumphs and pitfalls encountered during successful implementations at Motorola and General Electric-plus plans, checklists, and metrics to speed up the implementation process-this rich resource helps managers solve problems effectively and ensure a fast, smooth, and successful Six Sigma implementation.
| Author | : Wayne McCulloch |
| Publisher | : Lioncrest Publishing |
| Total Pages | : 344 |
| Release | : 2021-04-27 |
| Genre | : |
| ISBN | : 9781544516608 |
As a customer success leader, whose insight do you rely on for success? Your field is still maturing, yet your profession is one of the fastest growing in the world. There are tons of books and blogs written by success professionals sharing their experiences and strategies, but how do you know what will work for your specific situation? Whose advice is the expertise you can trust? Wayne McCulloch has more than 25 years of experience in the software industry-years spent in training, adoption, and customer experience, the building blocks for customer success. Now he's sharing what he knows as a chief customer officer leading global success functions. In The Seven Pillars of Customer Success, Wayne provides an adaptable framework for building a strong customer success organization. From customer journey actions to the development of transformation advisors, you'll read detailed examples of how companies have put these seven pillars to the test. To create a culture of customer success and stand out in the marketplace, you need a proven framework and knowledgeable perspective-this book provides both, and more.
| Author | : Gerhard Greeff |
| Publisher | : Elsevier |
| Total Pages | : 476 |
| Release | : 2004-08-11 |
| Genre | : Business & Economics |
| ISBN | : 0080473857 |
New technologies are revolutionising the way manufacturing and supply chain management are implemented. These changes are delivering manufacturing firms the competitive advantage of a highly flexible and responsive supply chain and manufacturing system to ensure that they meet the high expectations of their customers, who, in today's economy, demand absolutely the best service, price, delivery time and product quality.To make e-manufacturing and supply chain technologies effective, integration is needed between various, often disparate systems. To understand why this is such an issue, one needs to understand what the different systems or system components do, their objectives, their specific focus areas and how they interact with other systems. It is also required to understand how these systems evolved to their current state, as the concepts used during the early development of systems and technology tend to remain in place throughout the life-cycle of the systems/technology. This book explores various standards, concepts and techniques used over the years to model systems and hierarchies in order to understand where they fit into the organization and supply chain. It looks at the specific system components and the ways in which they can be designed and graphically depicted for easy understanding by both information technology (IT) and non-IT personnel.Without a good implementation philosophy, very few systems add any real benefit to an organization, and for this reason the ways in which systems are implemented and installation projects managed are also explored and recommendations are made as to possible methods that have proven successful in the past. The human factor and how that impacts on system success are also addressed, as is the motivation for system investment and subsequent benefit measurement processes.Finally, the vendor/user supply/demand within the e-manufacturing domain is explored and a method is put forward that enables the reduction of vendor bias during the vendor selection process.The objective of this book is to provide the reader with a good understanding regarding the four critical factors (business/physical processes, systems supporting the processes, company personnel and company/personal performance measures) that influence the success of any e-manufacturing implementation, and the synchronization required between these factors.· Discover how to implement the flexible and responsive supply chain and manufacturing execution systems required for competitive and customer-focused manufacturing· Build a working knowledge of the latest plant automation, manufacturing execution systems (MES) and supply chain management (SCM) design techniques· Gain a fuller understanding of the four critical factors (business and physical processes, systems supporting the processes, company personnel, performance measurement) that influence the success of any e-manufacturing implementation, and how to evaluate and optimize all four factors
