Phil Nanus

Recent Posts

Using Partners to Scale Your Customer Success Organization

Posted by Phil Nanus on 3/29/18 5:00 AM

I have recently travelled back from two conferences, including the CCO Summit, hosted by Gainsight, and the Customer Success Summit, hosted by Totango. One discussion thread at both conferences was the ability to scale Customer Success organizations effectively. It was awesome to hear Totango’s Guy Nirpaz introduce Spark, which is how Totango intends to provide their customers a fast path to scalable value. In Nick Mehta’s kickoff discussion at the CCO Summit, he spoke about how one of the important themes for customer success was to become more prescriptive to our customers. Whether it is use of technology or improved process, the theme of “scale” was very evident.

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Topics: customer success, customer outcomes, channel partners, Blending Service and Sales Motions

What B2B Can Learn from B2C Companies About Customer Satisfaction

Posted by Phil Nanus on 1/4/18 5:00 AM

For Services organizations, capturing crucial Voice of the Customer (VoC) data can be a challenge. They must strike the right balance between avoiding “survey fatigue” and not asking too much of their customers, while at the same time gathering the most detailed information that can be used to improve processes and the customer experience. While most customer-facing organizations tend to stick to their favorite tried-and-true customer satisfaction metrics, the secret to improving survey response rates might just lie outside of these common practices. Here’s a look at what the world of B2B (business-to-business) can learn about improving customer survey response rates from B2C (business-to-consumer) companies.

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Topics: customer success, B2B, customer satisfaction, customer health score, B2C

How Customer Journey Mapping Improves the Customer Experience

Posted by Phil Nanus on 9/15/17 5:00 AM

We’re excited about our upcoming Technology Services World conference this fall in Las Vegas. This year’s theme is the Art and Science of the Customer Journey, and within my area of research, customer success, many attendees will realize this theme is definitely in our wheelhouse.

As part of the customer journey, we usually see two bigger phases of customer success maturity. The first is when we observe a group of professionals working across a company on projects and initiatives that improve the customer’s experience, which we refer to as the “thematic” view of customer success. The second is an organization that has one or more of three common charters of customer success: adoption, retention, and expansion. Regardless of maturity of your customer success and customer experience initiatives, being able to improve your customer’s experience should be a top priority for these teams.

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Topics: customer success, Customer Success Maturity Model, Art and Science of the Customer Journey

[Ebook] The Building Blocks of Customer Success

Posted by Phil Nanus on 9/13/17 5:00 AM

Before you can establish and grow your own Customer Success function within your company, you must first have a firm understanding of the basics. I’ve written this ebook to help technology companies of all types get an overall view of what customer success means, how its performed, and how to tell when you’re doing it right. Whether you’re brand new to the concept or just need a refresher, this ebook can be your reference to all things customer success. 

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Topics: customer success, ebook, Customer Success Maturity Model

4 Phases of Customer Success Maturity

Posted by Phil Nanus on 6/13/17 9:28 PM

As more technology companies move toward new “as-a-service"/subscription revenue business models, customer success continues to play a big role in this transition by preventing customer churn and securing crucial recurring annuity streams. But how do you know which stage of development your organization is at, and what is the end goal? To answer that, TSIA has developed the Customer Success Maturity Model, which allows companies to see where they stand against their peers and spot potential ways to improve as they move through the stages of their organizational maturity. 

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Topics: customer success, customer experience journey mapping, Customer Success Maturity Model

3 Examples of Customer Success Convergence

Posted by Phil Nanus on 3/9/17 5:00 AM

Convergence, a term meaning "to come together," is a common theme that has impacted various service lines within the technology industry, and customer success is no exception. As more technology suppliers pivot towards new XaaS offerings, they are finding themselves in a constant cycle to deliver against the promise of their technology solution, which is how we define customer success. In their efforts to ensure that their customers achieve specific business outcomes, these organizations are seeing traditional services capabilities and organizational boundaries beginning to blur, or "converge." At TSIA, we've observed three areas within today's organizations that are seeing the most convergence with customer success: sales costs, service portfolios, and service organization structures.
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Topics: customer success, organizational structure, TSIA Organizational Convergence Series, services convergence, organizational convergence

Customer Success: 5 Frequently Asked Questions

Posted by Phil Nanus on 2/10/17 5:00 AM

With subscription-based XaaS business models on the rise, more technology companies are realizing just how important it is to maintain good relationships with their customers if they're to secure a solid recurring revenue stream. To do this, they are shifting their primary focus away from their products and onto the customer by helping them achieve their desired business outcomes with their products and services in an initiative known as " customer success." In this post, I'm going to go over some of the basics of this concept by answering some of the more common questions around customer success, as well as provide additional resources that you and your organization can use to see how customer success fits into your daily operation.
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Topics: customer success, customer adoption, LAER, customer success manager

3 Customer Success Benchmark Trends

Posted by Phil Nanus on 12/13/16 5:00 AM

Through TSIA's comprehensive benchmarking program, you can measure your company's performance against your industry peers, identify your strengths, and see where you can improve to ensure future success. For a sample of the type of insight you will receive by taking advantage of this valuable resource that comes with TSIA membership, take a look at this slide deck featuring 3 key research trends from TSIA's Customer Success Benchmark Study.

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Topics: customer success, customer churn, TSIA Benchmarking Spotlight

3 Skills to Look for When Hiring a Customer Success Manager

Posted by Phil Nanus on 8/31/16 7:04 AM

When exploring Glassdoor, LinkedIn, Indeed or any broad collection of job boards, it is hard not to take notice of the increasing volume of Customer Success Manager (CSM) jobs that are available in the marketplace today. A recent Glassdoor job search for “Customer Success Manager” in the United States yielded close to 6,000 jobs. Additionally, one of my top inquiry requests from TSIA members has been focused on establishing Customer Success organizations and the capabilities and skills needed to staff them. To address this topic, I'd like to share with you three of the top skills you'll want to look for when hiring a Customer Success Manager for your organization.

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Topics: customer success, customer success manager

3 Steps to Determining Your Customer Health Score

Posted by Phil Nanus on 6/30/16 6:30 AM

Customer health scores are a great way to get an indicator of potential customer churn. While every company calculates theirs differently, the important thing is to have a health score methodology that helps your company align your customer success processes with the outcomes you're trying to drive with your customer base. However, if you're not using a health score calculation method that uses predictive analytics, you're falling behind many customer success pacesetters. In this post, I'm going to walk you through a 3-step approach to calculating a customer health score that aligns with your customer success organization's charter using predictive analytics.

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Topics: customer success, customer outcomes, customer churn, LAER, customer health score

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