Kellblog

APRIL 29, 2021

CEO: What’s the forecast? That’s why that’s the forecast. I’ve already blogged about one way to solve this problem: encouraging your CRO think probabilistically about the forecast. In this post, we’ll cover triangulation forecasts. Triangulation Forecasts. Ever been in this meeting?

Forecasting 101

Forecasting Scale Software Review Churn 101

SaaStr

AUGUST 26, 2024

Chief Customer Officer Summit at SaaStr Annual This special collaboration between the SF Customer Success Meetup and SaaStr Annual. The Chief Customer Officer Meetup at SaaStr Annual will feature a day of invite-only content and networking for leaders and executives in Customer Success on Thursday, Sept 12th.

Benchmarks 299

Benchmarks Finance Business Model Forecasting 299

SaaStr

NOVEMBER 8, 2021

So when building out your forecast, do the math and work backwards to the top of funnel metrics you need under this 20-20-20 framework. #2 Customer Success: 5 Top Customer Success Talks at SaaStr Annual 2021. 2 – Product Qualified Lead To Marketing Qualified Lead Ratio.

Scale 354

Scale Cloud Forecasting Pricing 354

Valuize Consulting

NOVEMBER 11, 2024

These models share one crucial trait—they favor customers by placing control, and significantly less risk, in their hands. This shift provides a genuine measure of how customer-centric a company truly is. The Rising Necessity of Customer-Friendly Pricing So, why would companies take this leap?

Customer Success 52

Customer Success Pricing Investment Revenue 52

Sixteen Ventures

APRIL 30, 2020

How many Customer Success Managers (CSMs) do we need to give our customers their Appropriate Experience (AX)? What happens if a bunch of customers upgrade? Is our Customer Success Management team too big? Those are just some of the questions I get from Customer Success leaders all the time.

Customer Success 128

Customer Success Sales Hiring Onboarding Forecasting 128

SaaStr

OCTOBER 15, 2023

We use Gong for everything from driving our enablement efforts to managing the forecast. #4. In his role as CRO, Robby prioritizes building a world class team, delivering value in every customer interaction, and creating a culture of gratitude across the organization. Scratchpad : Most apps are built with management in mind.

Revenue 298

Revenue Forecasting Sales Enablement Customer Success 298

Tom Tunguz

FEBRUARY 26, 2025

This keeps morale high and creates a very predictable revenue forecast. No individual customer signing or balking will materially alter the company’s ability to achieve plan. This creates genuine mutual interest in the customer’s growth.

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

SaaStr

DECEMBER 12, 2023

Then, ensure the Customer Success team can help manage that customer to success. The person you’re talking to is likely tied to the success of the business, so you need to figure out what the impact is on the business if you don’t solve their problem. It removes a lot of the fool’s gold from the forecast.

Forecasting 298

Forecasting Point of Sale Technical Review SMB 298

SaaStr

NOVEMBER 22, 2020

There’s a lot of focus on direct customer feedback about how your product solves enormous problems for them and any issues they might have with your product. The go-to-Market team has an Evangelist sales leader with scrappy sales and customer success members. This stage includes companies with sales between $25M and $75M.

Scale 325

Scale Scaling Technical Review Systems Review 325

SaaStr

JULY 25, 2022

link your value metric to customer success. The notion of value must always be defined in terms of your customer success—the outcomes your customers want to generate from using your product. Make your value metric easy to understand, estimate, and forecast. budget and forecast. Testing your pricing.

Pricing 278

Pricing Strategy SaaS Forecasting 278

SaaStr

APRIL 28, 2022

Removing guesswork, friction and wasted sales effort, 6sense empowers sales, marketing, and customer success teams to significantly improve pipeline quality, accelerate sales velocity, increase conversion rates, and grow revenue predictably.

Forecasting 278

Forecasting compliance Finance Cloud 278

Sales Hacker

JULY 1, 2021

But the reality is that human-based forecasting is subjective and error-prone. A miss in a sales forecast creates pessimism in your market and might impact how your company allocates resources. Business success depends on forecast accuracy , but what happens if the inputs are flawed? Let’s take a look at a case study.

Forecasting 107

Forecasting Sales Artificial Intelligence Systems Review 107

yoursales

JUNE 2, 2023

Sales Forecasting: A Strategic Imperative Sales forecasting is a critical process for any B2B organization, particularly for companies operating in a highly competitive landscape. Sales leaders’ primary concern revolves around accurately forecasting sales.

Forecasting 88

Forecasting Sales Sales Funnel B2B 88

Sales Hacker

DECEMBER 13, 2024

A $1B Acquisition with a Singular Leader for Both Sales and Customer Success In 2017, tech leader Vikas Bhambry found himself at a crossroads. Kustomer, a SaaS startup navigating leadership changes, unexpectedly handed him the reins to both sales and customer experience/success. Lets get into it.

Scale 109

Scale Sales Hiring Acquisition Customer Success 109

SaaStr

JULY 13, 2022

However, the revenue forecast accuracy and the realization of that revenue each month are more important. No control over forecast accuracy: SaaS founders don’t know how many leads they’ve generated. Their engagement levels with customers are higher, and so is the potential to upsell them. Most people think ?product

Scale 288

Scale Sales Hiring Revenue Marketplace as a Service 288

ChurnZero

MARCH 24, 2025

Too many customer teams are still relying on mismatched technologyand it’s holding them back. ChurnZeros latest Customer Success Leadership Study found that technology adoption shifts depending on company size by revenue. A CRM is a great tool for sales operations, but it falls short for customer success needs.

Technology 52

Technology Customer Success Scale ChatGPT 52

SaaStr

APRIL 30, 2025

Forecast Accuracy : Evaluate the accuracy of your sales forecasts. AI can reduce forecasting errors by 20-50%, so if youre still relying on guesswork, its time to upgrade your approach. Alignment Across Teams : Ensure alignment between sales, marketing, and customer success. Are leads being handed off smoothly?

Technical Review 147

Technical Review Sales Forecasting AI 147

ChurnZero

JANUARY 17, 2025

When your CFO doesnt see the direct link between customer success and the financial metrics they track, its harder to persuade them to invest in CSwhich can ultimately lead to preventable churn. What are the top takeaways for working more effectively with your CFO as a customer leader?

Customer Success 52

Customer Success Benchmarks Headcount Scale 52

User Pilot

MAY 8, 2024

Wondering how to build a customer success dashboard for your team? From the article, you will learn what a customer success dashboard is, why you need it, and what metrics it should include. And how to build a dashboard for your customer success team using Userpilot analytics ! Let’s dive right in!

Customer Success 105

Customer Success Customer Lifetime Value Retention Onboarding 105

ChurnZero

MAY 19, 2020

It’s time for another installment of our blog series where we spotlight a Customer Success professional and get their take on the industry as well as get to hear some of their top tips they’d like to share. Brian is the Senior Director of Customer Success at RFP360, where he leads the customer experience team.

Customer Success 98

Customer Success Technical Review Forecasting Consulting 98

Totango

NOVEMBER 12, 2020

Ongoing market volatility created by the COVID-19 pandemic has placed a greater emphasis on the revenue potential of existing customers. A decline in new business opportunities brought about by belt-tightening in the market is encouraging the use of Customer Success best practices to retain and grow opportunities with existing customers.

Customer Success 108

Customer Success Technology Scale Forecasting 108

SaaStr

MAY 30, 2024

How to Use AI to Drive Sales There are five key areas where AI can be helpful, and they are: Lead generation Lead scoring Sales forecasting Personalized engagement Churn prediction Lead Generation Predictive analytics can help identify who the right leaders are and what they’re searching for.

Scale 305

Scale AI Search Azure Sales 305

Totango

APRIL 8, 2020

It is the reason your customers sought your solution, and it is the basis of a mutually beneficial B2B partnership. . This focus on continually finding new ways to deliver customer value is at the heart of customer success. It shifts the goal from happy customers to successful customers.

Customer Success 106

Customer Success Customer Lifetime Value Scale Churn 106

Totango

APRIL 18, 2023

In this uncertain time, many business leaders are seeing budget cuts, longer sales cycles, and forecasts being continually reexamined … but there is good news. As businesses are laser-focused on retaining and growing current clients, they’re turning to their customer success (CS) teams and leaders to make it happen.

Innovation 105

Innovation Customer Success AI Scale 105

Totango

MAY 24, 2022

Customer relationship management software is great for sales, but it isn’t a substitute for a customer success platform. A customer relationship management app is software used to store data about prospect and client interactions in a single database to support sales, marketing, and other business functions.

Customer Success 96

Customer Success Forecasting Retention Data Analysis 96

Sales Hacker

MARCH 19, 2020

This post is a simple walkthrough of the why and the how behind predictive sales and marketing strategies, and why it all starts with your own customer data. How Customer Success Drives Predictive Sales and Marketing. Post-Sale Customer Success Data (how happy they are). Let’s dig into it. It’s the Digital Age.

Customer Success 108

Customer Success Machine Learning Artificial Intelligence Sales 108

Totango

SEPTEMBER 15, 2022

Customer Success Dashboard Metrics: Nine Top KPIs You Need to Monitor. A customer success dashboard provides a powerful tool for tracking key performance indicators (KPIs) and ensuring that your clients are experiencing satisfying outcomes. What is a Customer Success Dashboard?

Customer Success 99

Customer Success Metrics Churn Forecasting 99

Totango

NOVEMBER 12, 2020

Ongoing market volatility created by the COVID-19 pandemic has placed a greater emphasis on the revenue potential of existing customers. A decline in new business opportunities brought about by belt-tightening in the market is encouraging the use of Customer Success best practices to retain and grow opportunities with existing customers.

Customer Success 92

Customer Success Technology Scale Forecasting 92

ChurnZero

NOVEMBER 22, 2021

Customer Success Capacity Planning and Budget Guide. As a Customer Success leader, do you get anxious at the thought of asking your CFO or CEO for additional headcount? Even though it’s evident that your understaffing is causing the customer experience to suffer. Your team is stressed and ready to walk away.

Customer Success 98

Customer Success Sales Hiring Headcount Benchmarks 98

ChurnZero

JULY 29, 2022

A customer’s decision to stay with you doesn’t come from a single interaction; instead, it reflects their entire experience across your organization. To tap retention as a growth channel, you need a customer success strategy that elevates your customer success teams and puts customers at the heart of everything you do.

Customer Success 98

Customer Success Scale Business SaaS 98

Totango

JUNE 11, 2019

If you want your business to succeed, make sure your customers succeed. As the economy becomes more customer-centered, the need to foster customer success is more important than ever before. Aligning your business goals with those of yours customers spells prosperity for your business for years to come.

Customer Success 96

Customer Success Forecasting Churn Software 96

Totango

NOVEMBER 27, 2023

This shift presents a compelling opportunity for B2B enterprises to invest in tailor-made tools for their post-sales organizations and customer success (CS) teams. Forrester recognizes the value customer success platforms can provide to B2B companies looking to foster retention, growth, and advocacy.

Trends 98

Trends Customer Success Machine Learning Artificial Intelligence 98

ChurnZero

DECEMBER 15, 2021

When the responsibilities of Customer Success are confined to a single department, your Customer Success efforts become like a drop in the ocean. Customer Success should ripple out from the Customer Success team through other departments. Customer Success Software & Sales.

Software Review 98

Software Review Customer Success Software Marketing 98

ChurnZero

APRIL 13, 2021

With Customer Success being one of the top emerging departments in software companies around the globe, you might be considering a career in this industry, but you also might be wondering which role is right for you. . Customer Success Vice President/Director . Customer Success Manager.

Customer Success 98

Customer Success Sales Hiring Outsourced Development Onboarding 98

User Pilot

APRIL 22, 2024

In SaaS, it’s advised to follow customer success best practices to ensure that users achieve their desired outcomes with your product and become loyal advocates for your brand. TL;DR Customer success builds long-lasting relationships, increases customer retention , lifetime value , and advocacy, and informs product development.

Customer Success 99

Customer Success Retention Software Review Customer Lifetime Value 99

ChurnZero

OCTOBER 30, 2020

What’s Next For Customer Success? No one knows what the future holds (as 2020 has made abundantly clear) but that didn’t stop us from asking top SaaS CEOs what’s next for Customer Success. In-product onboarding also affords CSMs more time to focus on the work that makes the greatest customer impact and return on effort.

Customer Success 93

Customer Success Technical Review Systems Review Compensation 93

SaaStr

MAY 27, 2021

Once your digital marketer is cranking out sales materials and content, your SDRs are using those materials to set up discovery calls, and your sales rep’ is closing deals, it’s time to hire a revenue operations lead who can set up what’s needed to programmatically scale operations and forecast revenue. . A Customer Success Representative .

Sales Hiring 252

Sales Hiring Scale Venture Capital Sales 252