Totango

MAY 15, 2019

In practical terms, Mr. Yuan has built a culture that values customer engagement above sales quotas and long-term customer growth above securing new business. A customer-centric culture means putting greater emphasis on long-term metrics and practical business ROI. The customer’s use of the product. The customer’s product ROI.

Customer Lifetime Value 92

Customer Lifetime Value Enterprise Product ROI Customer Success 92

Totango

MAY 23, 2019

To create happy customers, you have to shift your focus from the sales event and toward the ongoing nurturing of existing customers. Product ROI: What do your business success metrics tell you about the ROI a customer is enjoying? Upsells Happen Every Day. Unlike renewals, upsells aren’t tied to timelines.

Customer Success 78

Customer Success Product ROI Enterprise Metrics 78

Totango

APRIL 28, 2021

In practical terms, Mr. Yuan has built a culture that values customer engagement above sales quotas and long-term customer growth above securing new business. A customer-centric culture means putting greater emphasis on long-term metrics and practical business ROI. The customer’s use of the product. The customer’s product ROI.

Enterprise 71

Enterprise Product ROI Customer Success Engagement 71

Totango

APRIL 5, 2019

Adoption Metrics: Measuring the customer’s use of the product. Outcome Metrics: Measuring the customer’s product ROI. In the customer-centered approach to business , enterprises are no longer defined by sales and renewals. Remember, all customer success metrics should lead to action. Business Metrics.

Customer Success 77

Customer Success Metrics Customer Lifetime Value Product ROI 77

Totango

JULY 16, 2019

Instead of capturing the bulk of customer value at the initial sale, digital companies now rely on an ongoing process of renewal and upsell that can potentially continue for years. Key metrics include: Business metrics that demonstrate how product engagement affects revenue. Adoption metrics that reveal how a customer uses the product.

Customer Lifetime Value 69

Customer Lifetime Value Outsourced Development Product ROI Enterprise 69

CustomerSuccessBox

JUNE 8, 2021

Conduct strategic Business Reviews(EBR and QBRs) to understand the customer lifecycle milestones, and also to communicate the value of the product and showcase product ROI. Interact with existing customers to identify pain points, prioritize business opportunities, and productize solutions to ensure customer success.

VP of Engineering 52

VP of Engineering Interviewing Customer Success Sales Recruiting 52

Totango

JULY 16, 2019

Instead of capturing the bulk of customer value at the initial sale, digital companies now rely on an ongoing process of renewal and upsell that can potentially continue for years. Key metrics include: Business metrics that demonstrate how product engagement affects revenue. Adoption metrics that reveal how a customer uses the product.

Customer Lifetime Value 48

Customer Lifetime Value Outsourced Development Product ROI Enterprise 48