customer success on salesforce platform dreamforce 2014
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Run Best-in-Class Customer Success on Salesforce1 October 15, 2014
We’ve all seen it: changes in customer purchase behavior
Own Use
The Challenge of the Subscription Economy
$
TIME
Revenue
Customer Acquisition
Rate
Failure occurs when Churn >
Acquisition
Revenue Is Recurring
So, the Stakes are High for Customer Success
70%+
Maximize CLV: CAC Recovered in <12 months
Acquisition Churn
DELIVER
ACQUIRE ONBOARD ADOPT
UPSELL
CROSS-SELL
RETAIN
RENEW
ADVOCACY
Create Customers for Life
Customer lifecycle management is an important discipline for organizations that depend on recurring revenue
Joel Martin Sr. Director Customer Success
Trusted Customer Success is Our #1 Value
2003 Customer Success Managers
2008 Recognized by Gartner
2010 Customers For Life
2014 Success Services
www.salesforce.com/success-services
Learn more! Visit our Success Hub @ the Hilton this week
Start by Establishing a Coverage Model That Scales
Customer Segmentation 1
2
3
Large
Medium
Small
Self-Service & Automation Create Scale
1:Many Programs
Expand Reach
Precision Engagement Prioritize Risk
Engagement Strategy
Funding the Model
Use Data-Driven Approach to Customer Engagement
Month -3 Month 0 Month 6 Month 12
Buy Onboard Adopt Renew Month 9
Implementa)on Planning
Accelerate Adop)on
Customer On-‐Boarding
Catch Lagging Implementa)on
Month 3
Ini)ate Renewal Renew
Data Trigger
Engagement
• Deal size & stage • Partner involvement • Risk factors
• Provision Date • Service En)tlement • Geography
• Go-‐Live Date • System Usage • Adop)on Measures
• Contract Term • Pre-‐Defined Risk • Addi)onal Opportunity
• System Usage • Peer Benchmarking • Best Prac)ces
Standardize Your Engagement Model
ü Bake into your product
ü Right team on the field
ü Everyone is accountable
Build Success Into Your Company DNA
• Define what “good” looks like
• Leading Indicators
• Engagement Impact
• Business KPIs
Measure Everything
Renewal Success is Based on Customer Success
ü Solution meets needs ü Realizing value ü Feels appreciated
• Renewal Process • Transaction • Cross/Up Sell
Customer Success Customer Renewal
Create Customers for Life and Maximize Customer Lifetime Value
PRIORITIZE Data-driven
Customer Insight
ENGAGE Tailored Customer
Engagement
EXPAND Grow Your Business
and Scale
Create Customers for Life and Maximize Customer Lifetime Value
PRIORITIZE Data-driven
Customer Insight
ENGAGE Tailored Customer
Engagement
EXPAND Grow Your Business
and Scale
Thank you! To Learn More:
Visit us at Booth #1232 in Moscone North
Join us at Annabelle’s Bar
and Bistro, across from the Marriott
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