When Will You Lose Your First SaaS Sale Because Your Customer Success Services Are Not Market Competitive?

My how quickly things have changed. It seems like only yesterday SaaS vendors were worried that getting the Customer Success (CS) teams involved in the sales process would only slow things down and prevent a sale from closing. Today, it is increasingly the case that SaaS vendor need to showcase their customer success services in[…]

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4 Steps to Accelerating & Sustaining Software Success (Videos)

Many organizations that are implementing a new software system can easily get the system live, but they struggle to get it adopted, get value from it, and sustain effective use and business value creation over the long-term. When we meet with companies and take a closer look at how they go about implementing systems and[…]

Why Is Your Customer Success Role Incredibly Important?

Why is your Customer Success role incredibly important? The funny thing about technology is it can have a tremendous impact on productivity and effectiveness, yet it can also be a real source of fear and frustration. And with the rapid pace of technological change, many organizations are struggling with how to make software a real[…]

5 Must Do Steps for People-Centric Customer Success

When customer success (CS) first came into the mainstream, a lot of vendors focused very closely on their product. They were very focused on the specific features and functions. They spent a lot of time and effort explaining the product and its roadmap to customers. Slowly, we are seeing a shift where CS teams are[…]

4 Things You Should Do To Develop a Proactive, Confident CS Team

4 Things You Should Do To Develop a Proactive, Confident CS Team When we ask clients what they most want to have as an outcome from Customer Success (CS) training, they often indicate that they want their CS team to be more confident when working with customers.  They want customer success staff to be more[…]

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The Very First Question a Customer Success Team Needs to Ask

If you are like many customer success managers, you are probably extremely focused on the question, “Will our customers be successful with OUR software”.  You and your team probably ask yourselves what you, as a customer success professional, need to do to ensure the customer is successful using your product. But there is a more[…]

The Secret to Getting Your Customers to Drive Software Adoption on Their Own

For years – long before the invention of SaaS, software vendors could make tons of sales by selling customers on the idea that software would solve all (well, most) of their problems. If you bought their system, all the great features and functions baked into their product would deliver great results.  Vendors had polished demos[…]

The Two Questions CSMs Should Ask in Every Meeting

The Two Questions that Customer Success Managers Should Ask at Each and Every Client Meeting Many Customer Success Managers (CSMs) struggle with lacking the confidence, or the experience, to have the most effective conversations with their clients. They tend to get nervous or uncomfortable with asking clients about business issues and discussing what it will[…]

The World Cup, Software Adoption and Customer Success

The most amazing thing happened after recent World Cup game. The Japanese spectators all cleaned up after themselves in the stadium. Many of them had even brought their own trash bags to make sure that they could leave the place spotless. When have you ever heard of such a thing happening at the sports events[…]