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Life as a CSM, as Told by Memes

If you’re like me, you prefer to communicate via gif, meme, or emoji whenever possible. There truly isn’t a better way to capture a sentiment than a well-done, relatable meme. Of course, we’ve all seen sales and marketing memes galore, but just like everywhere else, Customer Success is taking over the meme space! As a […]

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Customer Success Data & Analytics: Lessons Learned from Tennis

In between sets of a professional singles tennis match, a court maintenance crew comes out to tend to the needs of the court. Among the checklist of validations performed is measuring the height of the net in select and vulnerable locations. In addition, there are also sometimes vertical support poles that stand against the net […]

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Onboarding CSMs so They Can Make an Impact Faster

To the new CSM who has stumbled upon this post: Yes, you are HIRED! All the hours of tweaking your resume, practicing interview questions in the mirror, making sure your Zoom background had nothing awkward in it, and putting on a professional outfit in your own home has paid off. Now what? You have a […]

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The Purpose and Power of Customer Success Evangelism

As Customer Success professionals, we are often considered the “trusted advisors” to our customers. We are the face of the company to the customer and the face of the customer to our internal teams. We hold in high prestige the role of being the “go-to” for all things post-sale so we can maintain the relationship […]

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Webinar Q&A: Why High Touch and Tech Touch Should Be Friends, Not Enemies

ESG’s own Madeline Evans, Britt Layman, and Marley Wagner joined last week’s ChurnZero webinar to discuss how high touch and tech touch engagement models can co-exist in Customer Success. Watch it here if you missed it! They answered a number of audience questions during the session (recapped here on ChurnZero’s blog), but there were so […]

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TSIA Interact Spring 2021: Key Takeaways

TSIA’s conferences are always jam-packed with best practices, real-life examples, success stories, and lessons learned from some of technology’s biggest names. This spring’s virtual TSIA Interact was certainly no exception, with three days of sessions from TSIA researchers and industry-leading companies and experts. With so many impressive sessions and speakers, it was hard to choose […]

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Secondary Effects of Churn: Part 2 of 2

In part one of this two-part series, I shared the five secondary effects of churn on your organization. I discussed the reality that churn impacts more than just your bottom line, including these very real potential consequences for your brand: 1. Perception of product becoming reality 2. Negative publicity from churned users 3. Employee anxiety […]

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Secondary Effects of Churn: Part 1 of 2

Churn is a naughty word Ah, yes. Churn. The dreaded kryptonite of all SaaS companies. Churn occurs when the client does not renew their subscription with your SaaS company. And if enough churn occurs among your subscriber base, then you don’t have much of a company left; therefore, it is prudent to understand both the […]

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User Experience in Customer Success Platform Planning

Customer Success platforms are transforming the way internal and customer-facing teams work efficiently and produce exceptional customer experiences. If the time has come to introduce a Customer Success tool into your tech stack, taking an initial approach to understand the user experiences of your Customer Success team is critical. An internal discovery phase with CS […]

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Don’t be a Gas Station: Creating Emotional Loyalty in Customer Success

What’s the difference between emotional and behavioral loyalty? Let’s face it – customers are expensive to obtain. Enterprise accounts are even more expensive to win, and you’re almost always facing a competitive situation. What is a SaaS company to do when the competition is so fierce? The goal for Customer Success organizations is to develop […]

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