the secret to rapid growth in any market: take your company to the next level with customer success
Post on 09-Jan-2017
966 Views
Preview:
TRANSCRIPT
THE SECRET TO RAPID GROWTH IN ANY MARKET
Lincoln Murphy, FounderSixteen Ventures
Take your company to the next levelwith Customer Success
Lincoln Murphy@lincolnmurphy
3 FUN FACTS ABOUT LINCOLN
Fun Fact #1
Fun Fact #2
Fun Fact #3
Take your company to the next level with
Customer Success
Who’s heard ofCustomer Success
before today?
Copyright © 2015 Sixteen Ventures. All rights reserved.
HandRaisingClinic!
Who’s heard ofCustomer Success
before today?
Copyright © 2015 Sixteen Ventures. All rights reserved.
Who has aRecurring Revenue
Business?
Copyright © 2015 Sixteen Ventures. All rights reserved.
Who intends to dobusiness with a customermore than one time?
Copyright © 2015 Sixteen Ventures. All rights reserved.
The initial sale is critical, but it’s just the tip of the iceberg
Develop a Sense of Urgencyaround Value Delivery
Copyright © 2015 Sixteen Ventures. All rights reserved.
When your customers achieve their Desired
Outcome through their interactions with your
company, that is customer success.
Copyright © 2015 Sixteen Ventures. All rights reserved.
Copyright © 2015 Sixteen Ventures. All rights reserved.
VS.
ReadyWillingAbleAcquisition EfficiencySuccess PotentialExpansion PotentialAdvocacy Potential
Copyright © 2015 Sixteen Ventures. All rights reserved.
Ideal Customer Profile
Ideal Customer ProfileReadyWillingAbleAcquisition EfficiencySuccess PotentialExpansion PotentialAdvocacy Potential
Copyright © 2015 Sixteen Ventures. All rights reserved.
Desired Outcome is Transformational1. Acquire the Best Customers2. Engage & Deliver Value Quickly3. Expand Their Investment4. Mobilize your Advocates5. Retain & Renew Customers
Copyright © 2015 Sixteen Ventures. All rights reserved.
1. ACQUIRE THE RIGHT CUSTOMERS
Copyright © 2015 Sixteen Ventures. All rights reserved.
2. ENGAGE & DELIVER VALUE QUICKLY
Copyright © 2015 Sixteen Ventures. All rights reserved.
Copyright © 2015 Sixteen Ventures. All rights reserved.
Success Milestones
3. EXPAND THEIR INVESTMENT
Copyright © 2015 Sixteen Ventures. All rights reserved.
4. MOBILIZE YOUR ADVOCATES
Copyright © 2015 Sixteen Ventures. All rights reserved.
5. RETAIN & RENEW CUSTOMERS
Copyright © 2015 Sixteen Ventures. All rights reserved.
WHAT ABOUT CHURN?
Copyright © 2015 Sixteen Ventures. All rights reserved.
For a Deep-Dive on Customer Success
http://sixteenventures.com/pipelinedeals
“The purpose of business is to create and keep a
customer.”
For a Deep-Dive on Customer Success
http://sixteenventures.com/pipelinedeals
top related