Three Approaches to “Why Stay?” Customer Value Generates Recurring Revenues
B2B account executives and customer success managers dread the customer decision point that every existing account deliberately confronts sooner or later. Will they renew? Even if the account has been on autopilot for years, a deliberate choice to remain our…
Customer Success Equals Delivered Value: Customer Conversations to Keep and Grow Your Accounts Q&A
For our June Webinar, Peyton Marshall shared the ways in which Value Propositions can be used by Customer Success and account management teams to retain and grow their existing accounts. To conclude the webinar, he answered some questions from the…
Customer Success Practiced Right: Customer Value – The Focal Point for Existing Relationships
In mid-March, Nick Mehta, CEO of Gainsight, was ahead of the curve in 5 Reasons Why Customer Success is Existential during a Downturn. Although his blog was directed toward SaaS businesses, his fundamental points apply widely across B2B sectors with…