Culture

Issue #29: How to Focus Your Company on Building Customer "Goodwill"

[November 11, 2020] My #1 Rule for Running Meetings, 10 Tips for Onboarding a New CSM, Good Decision-Making Depends on an “Archer’s Mindset”, How CSMs Can Manage Difficult Customer Situations.

Scaling

Issue #28: 5 Prerequisites for Scale with Jennifer Dearman

[November 4, 2020] Book 1:1s With Your Peers, CSM Excellence, Time Confetti and the Broken Promise of Leisure Time, Team Customer Journey Mapping.

Remote

Issue #27: It's Time to Give Your Onboarding Process a Tune-Up

[October 28, 2020] Manager Guidance: 2020 US Election Response, Why CS Matters, Authenticity Over Cheap Popularity, Get the CFO to See CS as a Revenue Driver.

Structure

Issue #26: Building CS Ops at Quorum, Aruba, and Pipedrive

[October 21, 2020] Speak the Language of the CFO When Setting 2021 Budget, How to Debug Distributed Teamwork, A Success Planning Framework, Okta's CEO on What Goes Into Decision Making.

Business Planning

Issue #25: Be Prepared for the CFO to Ask These Questions

[October 14, 2020] The Customer Success Leader's Journey, Customer Success From the Investor's Perspective, QBR Best Practices.

Team development

Issue #24: Degreed Evaluates Directors of CS on These Four Dimensions

[October 7, 2020] Building Healthy Competition Into Your Team, Measuring Customer Engagement, Converting With Support Team to a Success Team, Manager Handoffs.

Strategy

Issue #23: Ed Powers on the future of Customer Success

[September 30, 2020] The Management Flywheel, Two Underappreciated MRR Growth Levers, Why Customer Marketing Must Live Within Customer Success, Building Out Tech-Touch.

Process

Issue #22: 3 steps to create a feedback loop between CS, Product, and Marketing

[September 23, 2020] Breadth and Depth in Adoption, How to Use Feedback to Create a High-Performing Team, How This SaaS Company Keeps Customers, Burnout Should Be a Topic at Your Leadership Meetings.

Reporting

Issue #21: NPS has minimal value, here's what to use instead

[September 16, 2020] How to Prepare for an Extended Period of Remote Work, The Lost Art of Churn Analysis, Running Impactful Offsites, Position Your Product as a Strategic Partner.

Customer experience

Issue #20: The Four Points of Friction Between Sales and Success

[September 9, 2020] Insist on Focus, Five Step Formula for Strategic Account Plans for Customers, The Antiracist Leader: Education, Uncovering Your Customer's Business Outcomes.

Process

Issue #19: Face it, your champion strategy is weak. Here's how to get it right

[September 2, 2020] Use This Coverage Model to Reduce Churn Risk, Why Customer Success is Critical, How to Quantify the Impact of Bad-Fit Customers, Remote Onboarding, Don't Give Feedback About Personality.

Churn Risk

Issue #18: Taking action to mitigate risk with Google’s Brian Lafaille

[August 26, 2020] Take Action to Mitigate Risk, Delivering on the Trusted Partner Promise, Executive Communication, How to Manage Customers by Value, Should CSMs Get Compensated by "Uncontrollable Churn".

Strategy

Issue #17: Defining Champion, Power User, and Buyer

[August 19, 2020] Stop Calling Churn a Customer Success Problem, Customer Experience Isn't Tech Jargon, Four Ways Good Leaders Become Great Ones, Words and Phrases That Top Sales and Success Reps Use.

Process

Issue #16: When is the right time to introduce Customer Success?

[August 12, 2020] A User Guide to Working With You, Establish Your Risk Management Framework, A Leader's Guide to Writing Well, Customer Success is Taking Over.

Culture

Issue #15: How Box brings the customer to the forefront of their company

[August 5, 2020] How to Build Customer-Centricity, Designing a Sales-to-CSM Handoff, Clearbit's VP of CS on Turning Economic Headwinds Into a Growth Opportunity, A CSM to Manager Ratio, Ways to Encourage Feedback From Others.

Team Building

Issue #14: The "challenger" concept for Customer Success

[July 29, 2020] The Challenger Concept for Customer Success, How to Create Remote Happiness, Slick B2B Onboarding, How to Take Personal Development Off the Backburner, 21 Questions to Help You Understand Your Customer.

Culture

Issue #13: How Gong creates raving fans

[July 22, 2020] How Gong Creates Raving Fans, There's No Such Thing As Post-Sales, Avoiding Burnout On Your Customer Success Team, The Best Three Pages on Leadership I've Come Across, Feedback is Not a Gift.

Remote

Issue #12: Foundations of a remote Success team

[July 15, 2020] Foundations of a Remote Customer Success Team, Stop Calling Churn a Customer Success Problem, How to Recognize Remote Employees, How Product and Success Can Define a Feature Request Process, How to Manage Individuals Within Your Accounts.

Structure

Issue #11: How Customer Marketing works at Typeform

[July 8, 2020] How Customer Marketing Works at Typeform, Your Guide to Successfully Training Customers Remotely, Measuring Customer Success Relationships, (Unstructured) Job Interviews Don't Work, The Secrets to Our (Customer) Success.

Structure

Issue #10: What do CSMs need to succeed in their roles?

[July 1, 2020] What Do CSMs Need to Success in Their Roles?, 6 Ways to Drive Revenue Performance, Evolution of the Customer Success Org, Why You Should Eliminate the Title "Implementation Consultant", How to Structure Compensation for Customer Success.

Culture

Issue #9: Does your company value its customers?

[June 24, 2020] 9 Questions to Verify Whether Your Company Values its Customers, Tales & Trends of Startup Resilience, Where's the Best Place for Upsells to Live?, 4 Laws of Customer Success, The Manager's Guide to Inclusive Leadership.

Reporting

Issue #8: How do you advocate for Customer Success with Finance?

[June 17, 2020] Advocating for Budget in Customer Success, Lucidworks' CCO on Building Culture Around the Customer, 9 Questions for Your First Head of Customer Success, Marc Andreesen on Productivity, Why Efficiency is Key to Scaling.

Strategy

Issue #7: The value measurement maturity model

[June 10, 2020] Why Aren't We Measuring if Customers Are Successful?, A Feature Request Process for B2B Product and Success Teams, You Aren't Doing Enough Customer Marketing, Why Isn't The Entire Company Measured on Retention.

Structure

Issue #6: Why Customer Success should report to the CEO

This week's newsletter highlights an interview on "Why Customer Success Should Report to the CEO," and shares articles on Anti-Racist Management Practices, How to Talk About Racism at Work, and more.

Culture

Issue #5: The case for bringing Customer Success into the sales cycle

This week's newsletter highlights an interview on "How to bring Customer Success earlier into the sales cycle" and shares articles on GitLab's Customer Success Vision, Why Writing Matters in Remote Work, and more.

Customer Health

Issue #4: Gauging churn risk during the pandemic

This week's newsletter highlights a piece on "How to gauge churn risk during COVID-19," and shares articles on A Bias to Action, The CCO's Guide to Scaling Customer Success, and more.

Customer Segmentation

Issue #3: Scaling a right-touch customer experience model

This week's newsletter highlights an interview on "How and why to scale a right-touch model" and shares articles on Customer Success Capacity Planner, 4 Ways for Leaders to Build Resilience, and more.

Structure

Issue #2: Preventing the "overblown support team"

This week's newsletter highlights a piece on "How to prevent CS from becoming an overblown support team for enterprise" and shares articles on Who Should Own Renewals and Upsells, Advice for a Career in Success, and more.

Team Building

Issue #1: The "trusted partner" promise

This week's newsletter highlights an interview on "How to level-up the skills of CSMs to deliver on the 'trusted partner' promise," and shares articles on Bringing In More Capital During COVID-19, Building a Knowledge Sharing Loop in Success, and more.

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