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Don’t #@!% the Customer:3 steps to being a customer driven business
Jay SimonsPresident, Atlassian
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Hi! I’m Jay@jaysimons
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Our mission: unlock the potential in every
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50k+ 5M+active
organizationsactiveusers
140+ countries
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Customer success @ most companies
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Customer success @ Atlassian
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Customer success @ Atlassian
ThreeLs
listenlearn
leverage
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Listen
Step #1
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ActivityHappiness Commitment
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MAUNPS Churn
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NPS
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1 2 3 4 5 6 7 8 9 100
DETRACTORS PASSIVES PROMOTERS
% Promoters - % Detractors Net Promoter Score (NPS)
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Out of 362 leading companies surveyed, 80% believe they deliver a superior customer
experience, but only 8% of their customers agree.
BAIN & COMPANY
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Billing & Tech Contacts NPS - Customer Sentiment
50,000+ +40 NPS
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Billing, Tech Contacts & End Users NPS - Customer Sentiment
3+ Million +15 NPS
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MAUNPS Churn
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MAU
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Only active users can gain value from your offering
…gaining more should be celebrated
…losing some should be mourned
…all should be acknowledged, tracked and studied
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-1000-800-600-400-200
0200400600800
10001200
Returning NewResurrected Dormant from NewDormant from Returning Dormant from Resurrected
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MAUNPS Churn
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Churn
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The Churn double-click
Moving to another product
Projectcomplete
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Learn
Step #2
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“A lot of configuration that's not easy to get things working right. Underdeveloped "platform" style features to make it easy to add add-ons.”
“A task should be able to be assigned to more than one user as there might be different users working on the same task”
“All functionality is easy to find and navigate, the available options are appropriately powerful and exposed at appropriate levels in the hierarchy of the exposed scope of the UI.”
“All the features you'll ever need”
“An awesome product and service”
“An effective and comprehensive solution. Navigation could be better.”
“Awesome to use, very user friendly and helps track issues efficiently.”
“Because you happened to ask me during a time that JIRA is not working as it should be.”
“Being able to group task by color and ease of use with moving task around. Burn down information.”
“Complete functionality, flexibility”
“Comprehensive but the admin interface is overly complex, plugins required for most desired functionality.”
“Consistence, but I feel it lacks of some features to make management of projects easier. For instance the possibility to see the milestones and stuff to do on them as a GANTT chart or similar. That's vital. Plugins exist, none of them seem good enough. And this is a core feature for project management, so it shouldn't be a plugin.”
“Depends on the size of the team.”
“Ease of use, powerful tools and features, free.”
“Easy to use and keeps things organized”
“For simple projects it is over complex”
“From a Product Manager's perspective: Easy to backlog work, prioritize, sprint plan, and report!”
“Functionality is fairly complete, but user interface is at many places counter-intuitive.”
“Functionality is great. But the interface is way too clunky; I have to do like 6 steps just to do simple things that should be atomic. Rehab the whole interface to make it simple & beautiful.”
“Good because it has a lot of features, bad because it's not easy to find functionality I need sometimes as a result.”
“Great timesheet tracking and reporting tools.”
“I just love it. JIRA has the features that I always wanted. So it deserves 9/10”“In cases of development a good tool to follow up the developments.”
“Issue tracking system that is intuitive to use”
“It does almost everything I want it to do, in the way I want it to do it.”
“It is an awesome tool. I'd love to see better support for mobile”
“It's a great tool for managing project work”
“It's a little difficult to new users.”
“It's a solid tool that can be used in many cases, but might be too complex for
many tasks.”
“It's elaborate, but maybe to elaborate”
“It's easy to use”“Its feature packed but can be difficult to use for a beginner.”
80,000…each month
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ReliabilityPerformance,
up-time, quality
and security.
UsabilityComplexity,
ease-of-use,
discoverability
of features.
Functionality
Missing
features.
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Leverage
Step #3
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4. Celebrate the wins
3. Create a system
2. Change takes more time than you think
1. End-users matter (expect -20-30 pts)
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