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Revenue Optimization Grow by expanding happy, successful customers. We have been debating this a lot internally here at Gainsight. You would think there would be a single and very straightforward answer, but the more we discussed it, the more nuanced things became. The reason the question gets so nuanced so quickly is the role of a CSM is one of nuance itself. We were lucky enough to gather a diverse group of executives representing a nice cross-section of the Customer Success Industry.
As diverse as the stakeholders sitting in the room, so were my expectations for the session…. We have a spirited conversation about accounting for Customer Success Costs over perfect eggs and hot coffee. We have a combative conversation about accounting for Customer Success Costs over bad eggs and cold coffee.
I fall into a deep depression, lose my job and end up living back in my parents basement. First and foremost, the eggs were excellent. As for accounting for the costs of Customer Success, Finance Departments are doing it a lot of different ways and we are still very far from aligning as an industry around standard accounting practices for Customer Success.
With that said, I was able to capture some interesting results that will be explored below. The companies in green, are both very large publicly traded technology companies that have completed, or are in the midst of transitioning their Renewal Teams to a more Customer Success oriented model. The key take-away from the Finance Executives at both these companies: if the CSM owns or merely supports any piece of the commercial discussion Renewal, Up-Sell, X-sell , they are part of the Sales Department and their costs are accounted for as Sales Marketing.
With that said, these companies have very, very large Sales Organizations and the overall impact of the CSM costs to the larger Sales Department is minimal. The companies in yellow, are following the same methodology to the companies circled in green, but their starting point is different. These companies have transitioned a portion of their Support Organization or built a net new Customer Success Team within their larger Support and Training Organizations. Furthermore, the core mandate of both Customer Success Teams is to drive retention by making sure the solutions are achieving the customer's needs.
Another team, within the Sales Department, drives the renewal process and any up-sell or x-sell opportunities identified by Customer Success is quickly handed over to Sales. Both are mid-size technology companies that have clear delineation of responsibilities and resource types that make up the team. The roles and responsibilities of the Customer Success Team of the company in blue is much more similar to your typical Customer Success Team at a mid-sized technology company.
The responsibilities span the entire spectrum, both commercial and non-commercial and they shift dependent of the segment a Customer Success Manager might own. Up until now I have been able to fit everything into a neat and tidy matrix. Where the matrix turns into a Dali painting is when we start talking about one of the key, if not the key, responsibilities of a Customer Success Manager, driving product usage. Most of the stakeholders at the breakfast tended to put the responsibility of driving product usage as a non-commercial activity and thus squarely in the COGS category.
I disagree with this assertion and let me lay out a few scenarios against the COGS categorization of driving product usage. In closing, strong product usage is the best proxy for understanding the value the customer is getting from the solution as well as any near-term sales expansion opportunities. This is why some of your best salespeople and costs are not salespeople at all, but your best Customer Success Managers. Your email address will not be published. Save my name, email, and website in this browser for the next time I comment.
Working twenty-four hour shifts is the industry standard, which makes sleep deprivation also a standard regardless of the Department of Transportation's regulations for other careers. EMS must be able to perform in the worst conditions at any moment, which subjects paramedics to extreme stress hormones, emotional turmoil, and physical wear and tear. It gets inside the mind of a veteran paramedic dealing with an emergency call.
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It's an intense sensory ride, and an accurate portrayal of paramedics written in deep 1st person POV. This is the second, standalone story in my paramedic fiction series. Be sure to read my first one, Downgrade. Frank's Sunset. Do you believe in God.
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Or Heaven? How about life after death? As a strict man of science, Dr. Franklin Brown doesn't. Good thing his wife does because her intervention after her death just might save them both. Sometimes a loved ones' belief is strong enough for two. Nightmares of the Queen: The Brajj 2. Book 2.
Cass Baros discovered the truth of her dreams when she opened the wormhole. Meanwhile, as Jeamon continues to fight for his people's survival, he remains unaware of who she has become. Their love will be tested by betrayal and deceit. The mysteries of the Brajj revealed, Captain Lewis and his remaining soldiers returned home with heavy hearts only to find more treachery. Each want more than they have. Each have their part to play in the game of Ultimate Power or True Love? Before he trained for Dr. Cass Baros' mission Before he entered the wormhole leading to an alien world Before he unraveled the mystery of the Brajj and Master Captain Charles Lewis had a girlfriend, A serious relationship with tequila, And was married to the Army.
This story adds dimension to a strong man's sexiness and inner angst. Captain Lewis is THE guy all of us ladies would love to take home.
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He's THE guy all the other guys want to be. He's just too busy saving the world to realize it. It gives a glimpse into his mind before the events in Dreams of the Queen while adding a touch of foreshadowing. Also, we meet Lewis' girlfriend Caroline for the first time and revisit Lt. Sam Brown. Two worlds bound by magic Three people joined by destiny Lord Kagan Donmall rules the Verge, the border that protects the magical Fae Inlands from the mundane mortal world.
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Recently, the Verge has been failing and he suspects the source of magic is fading. His prayers to Danu have gone unanswered, until now. The young mortal, Lauren Montgomery, hears the message of Danu and eagerly agrees to be the Lady of the Verge, for she desires more than a mundane life. The Verge falls, and the Fae and mortal worlds suffer a double apocalypse.
Now Kagan, Lauren, and Tessa must survive in this new, hostile world and discover a way to repair that which has been destroyed while navigating the bonds of duty, love, and vengeance. Dreams of the Queen: The Brajj 1. Book 1. Cass Baros is haunted by dreams of an alien world Julian Saunders--in order to create the first lab-contained wormhole. Their boss, Dr. Janson, has a secret agenda. He adds a military contingent, which expands their six person team to twelve and increases tensions between the members. Egos will clash, agendas will cross, and their worlds will be undone as they travel through the wormhole.
The team, unable to return home and facing numerous dangers--conflicting desires, burning suns, cannibalistic monsters--is plunged into an adventure beyond their control.
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They struggle to unravel millennia old secrets in an alien world where nothing is what it seems. While Captain Lewis' leadership strengthens, Cass deals with her destiny as the Brajj queen, and the Brajj, Jeamon, questions his lifelong beliefs and loyalties. Cass and her team wrestle with her royal status to the Brajj, while being tossed between love and betrayal, genius and madness, and a jealousy frightening enough to cause the destruction of worlds.