© 2016 Sprinklr, Inc. All rights reserved. 1

Compensating and Incentivizing the Right Behavior for Customer Success

March 22th, 2016

© 2016 Sprinklr, Inc. All rights reserved. 2

• Me:

• Luke Quanstrom

• AVP Client Success @ Sprinklr

• You:

• Success?

• People leader?

• <10 person team?

• >100 person team?

Let’s get to know each

other…

© 2016 Sprinklr, Inc. All rights reserved. 3

Sprinklr provides the world’s most sophisticated social technology and the only software platform that’s

purpose-built for large enterprises to create better experiences with their customers across social

channels and branded websites.

© 2016 Sprinklr, Inc. All rights reserved. 4

Section I

The Characters

5

Growth?

Retention?

Delight?

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Section II

The Setting

7

Behavior drives outcomes•Sell

•Delight

•Support

•Drive Value

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Section III

The Plot

9

DWYSYW

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Section IV

The Conflict

11

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Section V

The Resolution

13

Define those outcomes;ü I want growth in ARR:

ü I want to retain revenue:

ü I want to retain logos:

ü I want to delight customers:

ü I want to support customers:

ü I want to drive business value:

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Section II

?

sprinklr.com

16 © 2016 Sprinklr, Inc. All rights reserved.