Dan Steinman's presentation at CXO, VP & Directors of SAAS Firms Seminar hosted by Intrinsic Executive Research. Do you want to know why everyone is talking about Customer Success? Is everyone really moving to a recurring revenue model? Does anyone actually know how to help me through this transition? Here is a unique chance to see what one of the world's leading experts, Dan Steinman, GM of Gainsight EMEA, thinks about the topic.
3. Dan Steinman
Insert Photo
Golden Rule
Treat others as you
would like to be treated
Success for All
We are in this together and
our success is tied to yours
Childlike Joy
Find the joy in each
moment
Stay Thirsty
Always striving to
innovate
Shoshin
Approach situations with
the Beginner’s Mind
VP of Customer Success
VP of Customer Success
Chief Customer Officer
Chief Evangelist
General Manager, EMEA
4. • In the beginning
• Changing business models
• ROI of Customer Success
• Customers as a Growth Engine
• Organization and Leadership
• Customer Success in Practice
What I’ll Be Discussing
7. Question #1
1. In theTV show “SiliconValley”, who
runs the incubator?
A. Richard Hendrix
B. Big Head
C. Erlich Bachman
D. Gavin Belson
8. Question #1
1. In theTV show “SiliconValley”, who
runs the incubator?
A. Richard Hendrix
B. Big Head
C. Erlich Bachman
D. Gavin Belson
9. Insert Photo
Customer Success
Everybody’s Talking About It
Tech Go-to-Market: Make
Customer Success a
Cornerstone of Your Customer
Experience Strategy
Customer Success
Management is the Key to
Outstanding B2B Customer
Experiences
Grow Fast or Die Slow:
Focusing on Customer Success
to Drive Growth
How Smart, Connected
Products Are Transforming
Companies
10. Insert Photo
Customer Success
Everybody’s Talking About It
Tech Go-to-Market: Make
Customer Success a
Cornerstone of Your Customer
Experience Strategy
Customer Success
Management is the Key to
Outstanding B2B Customer
Experiences
Grow Fast or Die Slow:
Focusing on Customer Success
to Drive Growth
How Smart, Connected
Products Are Transforming
Companies
So how can a midsize
manufacturer “break on
through to the other
side” …? Their best bet
is to take a page out of
the SaaS vendors’
playbook and deploy
a customer success
function.
- Geoffrey Moore
13. CUSTOMERS
BEFORE
CUSTOMERS
TODAY
The only source of competitive advantage is the one that can survive technology-fueled
disruption — an obsession with understanding, delighting, connecting with, and serving
customers.
WELCOMETOTHE AGE OFTHE CUSTOMER
15. Question #2
2. Which actor/actress has
appeared in the most
episodes of “Made in Chelsea”?
A. Spencer Matthews
B. Jamie Laing
C. LouiseThompson
D. Binky Felstead
16. Question #2
2. Which actor/actress has
appeared in the most
episodes of “Made in Chelsea”?
A. Spencer Matthews
B. Jamie Laing
C. LouiseThompson
D. Binky Felstead
29. CUSTOMER SUCCESS DRIVES NEW BUSINESS SALES
Because your prospects
are talking to your
customers
30. CUSTOMER SUCCESS DRIVES NEW BUSINESS SALES
"Success begets success in terms of customer
deployments and having truly happy customers, and I
think we're starting to see a 'network effect' of
companies talking to each other and comparing notes
on which solutions work, and which ones don't."
Aneel Bhusri
CEO,Workday
69. Question #6
6. In theTV show “The Big BangTheory”,
what nickname did the guys give to
Stephen Hawking?
A. Robot
B. Physicsman
C. The Brain
D. Wheels
70. Question #6
6. In theTV show “The Big BangTheory”,
what nickname did the guys give to
Stephen Hawking?
A. Robot
B. Physicsman
C. The Brain
D. Wheels
71. Customer Success in Practice
Small # of customers
Long tail of customers
High
Value
MidValue
LowerValue
76. Typical Segmentation Model
• How much are they paying you?
• How much could they be paying you?
• Optional - Industry/Brand/?
Don’t overthink it!
3
2
1
84. CustomerSuccess in Practice
1. Segmentyourcustomers
2. Buildanengagementmodelforeachsegment
3. Use engagementmodeltodriveheadcountmodel
85. CustomerSuccess in Practice
1. Segmentyourcustomers
2. Buildanengagementmodelforeachsegment
3. Use engagementmodeltodriveheadcountmodel
4. Createretentiontargetsforeachsegment
86. A Simple Model
SALES
Manage Measure Results
££ (Bookings/Revenue)PipelineActivities
that grow/move pipe
Customer Success
££ (Net Retention)Health ScoreActivities
that improve HS
• Training sessions
• QBRs
• Calls
88. Question #7
7. In the Portuguese translation of the
Customer Success book, which
author’s name appears first?
A. Nick Mehta
B. Dan Steinman
C. Lincoln Murphy
D. BenWatkins
89. Question #7
7. In the Portuguese translation of the
Customer Success book, which
author’s name appears first?
A. Nick Mehta
B. Dan Steinman
C. Lincoln Murphy
D. BenWatkins