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CS Technology Vendor Selection: Gathering Tool Requirements

Utilizing a Customer Success tool can be an invaluable part of your customer engagement strategy, but with the ever-growing number of providers and platforms, it’s difficult to know which solution is the right fit for your business. A tool won’t magically fix the challenges you face or fill in any gaps you may have in […]

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Customer Success and Revenue: Why CS Should Embrace the Numbers

Tying Customer Success to your company’s strategic growth (aka revenue) can be tricky to maneuver. Yet, for most Customer Success organizations, embracing revenue goals is the only way to have a seat at the table as your company expands and evolves. To really prove your value to senior leadership, CS metrics must have a direct […]

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Implementing Customer Success in non-SaaS Businesses

You’ve likely heard that Customer Success was born out of the subscription economy, and new market needs of subscription customers. This is 100% true. This also means that CS is primarily referenced with some level of connection to SaaS. But just because CS originated within SaaS does not mean that it only applies to businesses […]

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Scaling with Digital Customer Success

One of the biggest challenges facing Customer Success leaders is how to effectively scale. This is nearly impossible without incorporating Digital Customer Success into your overall CS strategy. By thoughtfully layering digital on top of the one-to-one interactions that CSMs are already having with customers, you can reduce your cost to serve and remove tedious […]

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Applying MVP to CS: The Why

Since its 2009 introduction by Eric Ries in his NY Times bestseller, The Lean Startup, the concept of Minimum Viable Product (MVP) has been applied by numerous startups to engage in new product and service offering developments. Well-known companies such as Groupon, Zappos, Dropbox, and Uber have used MVPs to not only determine and modify […]

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Is Your Training Evolving? Modalities You Should Know & Use

Ensuring that your customers are well-educated and well-trained on how to use that awesome software they just purchased is key to ensuring that they actually use it. According to TSIA, 87% of software users are able to work more independently after taking training. Since independence in utilizing a new tool is critical to making it […]

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Customer Experience: What B2B Can Learn from B2C

In the B2B world, your roster of customers may appear as just a list of company names – a long list of logos won by your sales team. And kudos to sales – they worked hard for those wins! But behind every Corp., Inc., and Ltd. on that list is a living, breathing human being […]

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Customer Experience Starts with Personas

The term ‘buyer persona’ may be everyday nomenclature for marketers and sales professionals, but in some organizations, those on the post-sales side of the business may not realize that understanding and developing buyer personas is not just for marketing and selling, but can also make a dent in your goal of improving customer experience. Although […]

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The Crisis of Confidence in Customer Success: Presentation Recap

Since 2013, the Customer Success Association has been hosting Customer SuccessCon, a conference designed to look at the current state of the profession and into its future. It brings together some of the most experienced and forward-thinking minds in the Customer Success community. ESG was proud to sponsor and present at all of this year’s […]

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Revenue Optimization and Customer Success

One of the biggest business lessons of the last decade has been that keeping your current customers is just as important as acquiring new customers. In the age of SaaS, this is an indisputable fact. But there’s more to the success of your business than just retaining customers. You also have to think long-term, ensuring […]

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