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Sustainability.Performance.Design.
Back to Basics:
The Simple Recipe for Customer
Success
4. About Sefaira
Founded in 2009 To create software For sustainable building design
Customer success team grows
to 15 CSMs and AMsacross
NewYork, London & Sydney,
supporting 500+ AEC firms
worldwide and 130+
Universities
Cloud based/SAAS model
First product launched in
2012
Acquired by in 2016
5. Confidential. Copyright © 2015 Sefaira Ltd.
• Analyzing the customer journey based on value creation
• Defining KPIs to measure success
• Being the voice of the customer and creating a feedback loop
• Constant experimentation
Agenda:
6. Confidential. Copyright © 2015 Sefaira Ltd.
Customer Success ≠happy customers
• Customer success is when your customer achieves value, a return
greater than the investment made in your product
• Since CS is a revenue driver, build your organization around value
creation
7. Confidential. Copyright © 2015 Sefaira Ltd.
Support
Activities Infrastructure: Salesforce,Zendesk,Totango,Amplitude,Wizeline
Human Resource Management:recruiting/hiring CSMs,AMs,support
Technology Development:CS-PM,feedback loop
Customer
Acquisition
Onboarding Training Support Services
Primary Activities
Create value for clients & a competitive advantage for your firm
8. Confidential. Copyright © 2015 Sefaira Ltd.
Customer value leads to key decisions
Onboard
ing
Training Support Services Renewal
Project-based training Expansion to other
project teams
9. Confidential. Copyright © 2015 Sefaira Ltd.
KPIs
Leading indicators:
• Onboarding status
• Customer health/product usage
• # of users
• Success stories
• Net promoter scores (NPS)
Measure what you want to manage
Trailing indicators:
• Bookings
• Churn, #clients,MRR
• Customer lifetime value (CLV)
• CLV:CAC
10. Confidential. Copyright © 2015 Sefaira Ltd.
Feedback loop between customer and product
Customer CS PM
• Proactive outreach
• Onboarding
• Training
• Support
• Services
• QBRs
• Friction
• New features
• Product/market fit
• Re-occurring value/stickiness
• Opportunity to increase MRR
• Wizeline, Zendesk, JIRA
• Weekly PM/CS meetings
11. Confidential. Copyright © 2015 Sefaira Ltd.
Improvement through experimentation
Customer success should
be trained to use data to
put forward hypotheses
that improve the product
and increase value for
customers
12. Confidential. Copyright © 2015 Sefaira Ltd.
• Analyzing the customer journey based on value creation
• Defining KPIs to measure success
• Being the voice of the customer and creating a feedback loop
• Constant experimentation
What we covered:
13. Confidential. Copyright © 2015 Sefaira Ltd.
ThankYou
Sandeep Menon
Vice President Customer Success
+1 202 834 9241
Sandeep.menon@sefaira.com
Twitter: @ByMenon
Sefaira Inc.
115 East 23rd Street,11th floor
NewYork,NY 10010
Sustainability.Performance. Design.