Customer Valuecast

Recurring revenue leaders realize that shifting from a reactive legacy engagement model to a predictive and prescriptive approach is the key to driving unparalleled customer value realization. This is exactly what HubSpot did. In the latest episode of the Customer Valuecast, Jeetu Mahtani, EVP, Customer Success at HubSpot, shares HubSpot’s journey to building a value-focused customer engagement model and how you can do the same in your organization by leveraging the right team, technology and data. ----------- Visit Valuize.co to: - Design an impactful digital-led approach to driving customer success - Maximize customer intelligence by reducing your team's cognitive load - Boost your customer journeys with cutting-edge digital strategies

Driving Net Dollar Retention is an enterprise-wide strategy and the secret weapon in driving revenue expansion from customers is your Customer Success organization and their ability to generate Customer Success Qualified Leads (CSQLs). But, tying CS to your company’s strategic growth and revenue can be tricky to maneuver. It requires clear processes, tailored training, clear incentivization structures and a steadfast commitment to delivering optimal customer value. In this episode of the Customer Valuecast podcast, host Ross Fulton chats with Samrat Tandon, Global VP Customer Success at Siemens, about the incredible value of investing in Customer Success Qualified Leads and how you can create the workflows, incentives and rules of engagement necessary to making this program a success. On This Episode, You’ll Learn: The benefits and impact of integrating a CSQL motion into the overall NDR motion The rules of engagement, workflows and incentives that you must put in place to make this integration and collaboration between Sales and Customer Success a success Tips and best practices for leaders looking to launch and implement a new CSQL motion or improve their existing CSQL program ---------- Visit Valuize.co for more cutting-edge resources and discover: An Innovative Approach to Improving NDR How to Unite Pre-Sales & Post-Sales Around Value Selling and Success How to Start, Staff and Scale Your Digital Customer Engagement Model

Revenue accountability is one of the most hotly-debated and divisive topics in the recurring revenue world. While traditionally, deeply-entrenched silos have excluded Customer Success from the revenue conversation, more and more organizations are seeing the strategic value in assigning CS with some revenue responsibility. In this episode, host Ross Fulton chats with Allison Tiscornia, CCO at ChurnZero, to share why excluding your Customer Success team from revenue accountability may be hindering your ability to maximize Net Dollar Retention and how you can equip your CS organization with the skills and competencies they need to succeed with this accountability. ----------- Learn more and visit Valuize.co to: - Evolve your revenue ecosystem with a CRO’s perspective on the biggest opportunities for unparalleled NRR - Unite ⁠pre-sales & post-sales around value selling and success - Discover the What, Why & How of Net Dollar Retention, your most important success metric

In the current economic climate, Customer Success compensation is a critical strategy to get right for recurring revenue organizations. Leaders must evolve their compensation structure in order to move Customer Success from a cost center to a direct measurable revenue contributor and meet the increasingly complex demands of the C-Suite. But, with a myriad of options, business goals and market factors to consider, how do you choose a compensation structure that is right for your Customer Success team? In this episode, Angel Rogers, Head of Global Customer Success at Rockwell Automation, explores the factors that are driving the evolution of CS compensation and shares her expertise on how to build a compensation plan that properly rewards your team and yields meaningful and measurable value for your business.

Artificial intelligence (AI) is evolving the Customer Success domain at a staggering rate and revolutionizing how B2B businesses operate their customer lifecycle. With the wave of recent developments, AI has moved beyond providing customer insights to now shaping product development, business processes and customer engagement. In this episode, host Ross Fulton chats with Steve Hazelton, CEO & Co-Founder at Sturdy, about his thoughts on the challenges and opportunities of AI for B2B leaders and how you can leverage this technology to increase efficiency, enhance decision making and drive optimal customer value. For more cutting-edge insights, visit Valuize's resource library.