Research Catalog

Title

Customer success : how innovative companies are reducing churn and growing recurring revenue / Nick Mehta, Dan Steinman and Lincoln Murphy.

Author

Mehta, Nick, 1977-

Publication

Hoboken, New Jersey : Wiley, [2016]

Items in the Library & Off-site

Details

Additional Authors

Steinman, Dan, 1958-

Description

xiii, 238 pages; 24 cm

Summary

• "Your business success is now forever linked to the success of your customers Customer Success is the groundbreaking guide to the exciting new model of customer management. Business relationships are fundamentally changing. In the world B.C. (Before Cloud), companies could focus totally on sales and marketing because customers were often 'stuck' after purchasing. Therefore, all of the 'post-sale' experience was a cost center in most companies. In the world A.B. (After Benioff), with granular per-year, per-month or per-use pricing models, cloud deployments and many competitive options, customers now have the power. As such, B2B vendors must deliver success for their clients to achieve success for their own businesses. Customer success teams are being created in companies to quarterback the customer lifecycle and drive adoption, renewals, up-sell and advocacy. The Customer Success philosophy is invading the boardroom and impacting the way CEOs think about their business. Today, Customer Success is the hottest B2B movement since the advent of the subscription business model, and this book is the one-of-a-kind guide that shows you how to make it work in your company. From the initial planning stages through execution, you'll have expert guidance to help you: Understand the context that led to the start of the Customer Success movement Build a Customer Success strategy proven by the most competitive companies in the world Implement an action plan for structuring the Customer Success organization, teiring your customers, and developing the right cross-functional playbooks Customers want products that help them achieve their own business outcomes. By enabling your customers to realize value in your products, you're protecting recurring revenue and creating a customer for life. Customer Success shows you how to kick start your customer-centric revolution, and make it stick for the long term"--
• "Customer Success will become the authoritative book of the emerging Customer Success industry and target any business that is trying to focus, or re-focus, on customers and will be applicable to all customer management roles such as Account Manager, Customer Advocacy, Client Relationship Manager, and Customer Success Manager along with the leadership of those organizations. Customer Success will address the pains of how to start creating a customer-centric company and how to think strategically about Customer Success - how to organize, compensate, find a leader, measure, etc. Customer Success has exploded as one of the hottest B2B movements since the advent of the subscription business model"--

Subject

• Customer relations
• Customer services
• Success in business
• BUSINESS & ECONOMICS > Customer Relations
• Customer relations
• Customer services
• Success in business
• Succès dans les affaires
• Service à la clientèle
• Relations avec la clientèle

Note

• Includes index.

Contents

Machine generated contents note: Part I Customer Success -- The History, Organization, and Imperative Chapter 1: The Recurring Revenue Tsunami: Why Customer Success is Suddenly Crucial Chapter 2: The Customer Success Strategy: The New Organization vs. The Traditional Business Model Chapter 3: Customer Success for Traditional Non-Recurring Revenue Businesses Part II The Ten Laws of Customer Success Chapter Four: The Practice of Customer Success Chapter 5: Law #1 -- Sell to the Right Customer Chapter 6: Law #2 -- The Natural Tendency for Customers and Vendors is to Drift Apart Chapter 7: Law #3 -- Customers Expect You To Make Them Wildly Successful Chapter 8: Law #4 -- Relentlessly Monitor and Manage Customer Health Chapter 9: Law #5 -- You Can No Longer Build Loyalty Through Personal Relationships Chapter 10: Law #6 -- Product Is Your Only Scalable Differentiator Chapter 11: Law #7 -- Obsessively Improve Time-to-Value Chapter 12: Law #8 -- Deeply Understand Your Customer Metrics Chapter 13: Law #9 -- Drive Customer Success through Hard Metrics Chapter 14: Law #10 -- It's a Top-Down Companywide Commitment Part Three CCO, Technology, and Future Chapter 15: The Rise of the Chief Customer Officer Chapter 16: Customer Success Technology Chapter 17: Where Do We Go From Here?

ISBN

• 9781119167969
• 1119167965
• 9781119168300 (canceled/invalid)
• 9781119168294 (canceled/invalid)

LCCN

2015040939

OCLC

• ocn910538396
• 910538396
• SCSB-8851690

Owning Institutions

Princeton University Library