How do you define the “right customer?”
Are You Selling to the Right Customer?
Does it encompass a particular use case or line of business? Does it align with a particular industry vertical? Or is it a particular size of customer that fits with your product? Is it based on analyzing your current customer base and what’s working today? Does it require analyzing the size of various addressable markets […]
Embrace Customer Success early on…
Selling to the right customer and being completely aligned with your product market fit (PMF) is a mission that growth companies need to focus on throughout the entire organization. The excitement of closing net new deals, especially ones involving common and well-known brands, is exciting for everyone — especially if they are within your PMF. […]
Customer Success: Dawn of a New Era
Companies that embrace Customer Success early on can achieve massive results by focusing on: Growth: Facing fewer headwinds in the form of churn and more tailwinds in the form of up sell and cross-sell, businesses that focus on Customer Success simply grow faster. Plus successful customers become advocates and references to drive more new clients. […]
Throughout history organizations have focused on two core processes; building a product and selling it. The Customer Success paradigm argues for a third core process; driving Customer Success. As a result, if you plan on enabling your customers to be successful with your product, then success for your business (in terms of sales and profits) […]