The Secret to Rapid Growth in Any Market: Take your company to the next level with Customer Success

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My presentation at PipelineDeals' Accelerate Sales 2015 conference all about Customer Success, Desired Outcome, and how to close the gap from post-sale to pre-sale growth.

Business

THE SECRET TO RAPID GROWTH IN
ANY MARKET
Lincoln Murphy, Founder
Sixteen Ventures
Take your company to the next level
with Customer Success

Take your company to the
next level with Customer
Success

Who’s heard of
Customer Success
before today?
Copyright © 2015 Sixteen Ventures. All rights reserved.

Who has a
Recurring Revenue
Business?
Copyright © 2015 Sixteen Ventures. All rights reserved.

Who intends to do
business with a customer
more than one time?
Copyright © 2015 Sixteen Ventures. All rights reserved.

The initial sale is critical, but
it’s just the tip of the iceberg

Develop a Sense of Urgency
around Value Delivery
Copyright © 2015 Sixteen Ventures. All rights reserved.

When your customers achieve
their Desired Outcome
through their interactions with
your company, that is
customer success.
Copyright © 2015 Sixteen Ventures. All rights reserved.

Copyright © 2015 Sixteen Ventures. All rights reserved.

Desired Outcome is Transformational
1. Acquire the Best Customers
2. Engage & Deliver Value Quickly
3. Expand Their Investment
4. Mobilize your Advocates
5. Retain & Renew Customers
Copyright © 2015 Sixteen Ventures. All rights reserved.

1. ACQUIRE THE RIGHT
CUSTOMERS
Copyright © 2015 Sixteen Ventures. All rights reserved.

2. ENGAGE & DELIVER VALUE QUICKLY
Copyright © 2015 Sixteen Ventures. All rights reserved.

Copyright © 2015 Sixteen Ventures. All rights reserved.
Success Milestones

3. EXPAND THEIR INVESTMENT
Copyright © 2015 Sixteen Ventures. All rights reserved.

4. MOBILIZE YOUR ADVOCATES
Copyright © 2015 Sixteen Ventures. All rights reserved.

5. RETAIN & RENEW CUSTOMERS
Copyright © 2015 Sixteen Ventures. All rights reserved.

WHAT ABOUT CHURN?
Copyright © 2015 Sixteen Ventures. All rights reserved.

For a Deep-Dive on Customer Success
http://sixteenventures.com/pipelinedeals

“The purpose of business is to
create and keep a customer.”

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