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In times of uncertainty, the best B2B companies focus on their current customers. Customer Success is mission critical. Retaining and expanding customers provides the best chance of sustaining growth in a recession. Existing account managers and Customer Success professionals may be distracted by irrelevant metrics.
How can you pivot your existing account team’s approach to drive revenue growth? In this webinar, Peyton Marshall highlights the need to refocus Customer Success conversations on value delivered. Using this as a framework, he provides concrete examples of value propositions that are integral to managing existing relationships across industries and verticals. Implementation, quarterly business reviews, C-suite relationship meetings, and renewal/upsell presentations all work better when outcomes and value are central in customer conversations.