If you work in a B2B SaaS company, you know that across the board, Q4 is always the biggest sales quarter of the year. Q4 is where the magic happens – prospects are geared up and ready to buy, to capitalize on extra end of year budget and set themselves and their teams up to have the right tools moving into the new year.
The SaaS model has rapidly changed the software marketplace by lowering the barriers of entry and exit for buyers. These changes have made it essential that B2B software companies adapt and deliver ongoing user value. Now more than ever Customer Success is essential to the long-term success of your entire organization. A relationship-focused approach to client management is a must.
Every business needs revenue and every business has costs—that much is obvious. Sometimes, however, the line between revenue-drivers and cost-centers becomes rigid. We start to see just the sales team as the department that pays the bills, and departments like customer success as an unavoidable cost of doing business.
The Chief Customer Officers of the future are Customer Success Managers today. With that in mind, we wanted to help provide a more defined and clear path for you on your journey to understanding the customer better and becoming a future Chief Customer Officer.
Customer Success teams contend with a long customer lifecycle: from on-boarding to engagement to renewal to advocacy. Customer success automation has arrived and it automates processes and tasks that otherwise would be completed manually.
Vendor user conferences are typically designed to celebrate customers and further educate attendees on a solution or suite of products. But, with a designated time to exchange stories and ideas in person, these events also can generate massive value for channel partners.
Competition in every industry will always be fierce. Not only will existing competitors continue to launch new variations of solutions, but also new entrants may shake up your industry with market-disrupting business models.
How do you get people to give your software a try? Maybe you require a person-to-person online demo. Or perhaps you let them download a free "trial version” of your software (with a few features omitted). No matter how you get them to give your product a try, the rubber meets the road when you ask them to actually open up their wallets and buy. What's the best time to ask for the money?
As a software vendor, you may think that your primary objective is to sell software. But, for sustainable, long-term business growth, you must go beyond the sale to become a true partner in your customers’ success. Here’s how.