Changing Customer Success from ‘Moving Away’ to ‘Moving Towards’
For subscription-pricing vendors, solving a customer problem no longer secures all the potential revenue. To do that, we need to change the customer’s focus. A New [...]
How to Use Outcomes to Increase Growth
Here’s a simple model to understand where growth comes from. And how to use a specific type of outcome to increase growth. How Our [...]
Outcome-based Customer Lifecycles
It’s hard developing the right engagement with every segment of our customers. We can use outcome lifecycles to simplify the process. And change the way we manage customer [...]
Using Outcomes to Increase Product Adoption
Technology vendors can act like a bad hamburger chain. But we can learn from a bad example. Outcomes Whenever people buy something, there’s [...]
The Three Golden Rules of Customer Success
The Three Golden Rules of Customer Success There’s much debate about whether Customer Success should have revenue targets. If you know the three golden rules, the answer [...]
The New Best of Breed
The New Best of Breed Best of Breed used to be about which product had the best features and functions. But it’s changing….. The Big Debate At [...]