Monthly Archives: January 2024

Embracing Cultural Evolution in the Tech-Driven World

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I wrote about company culture over 10 years ago and that previous post has been getting a lot of attention over recent weeks. That made me think – how has culture changed over the years and how important now is the interplay with culture, technology and both employee and customer success.

Since 2013 when I wrote the last culture article, the integration of advanced technology in the workplace has transformed company cultures globally. And this evolution necessitates a reassessment of how company culture and technology together foster a conducive environment for employee motivation and customer success. The rise of remote work, digital collaboration tools and AI-driven analytics has not only changed how we work but also how we interact, learn, and grow within organisations.

The core principles of a strong company culture – continuous hiring, encouraging entrepreneurship and leading by example – remain crucial. However, their application has transformed. Today, fostering a culture of adaptability, inclusivity and digital savviness is imperative. Encouraging a culture that embraces change, values digital skillsets and promotes a work-life balance in a digitally connected world is key to attracting top talent.

The transparent and data-driven culture facilitated by technology leads to more informed decision-making, enhancing employee satisfaction and efficiency. A culture that leverages technology to understand customer needs better and respond to them swiftly contributes significantly to customer success.

In essence, the synergy of a robust company culture and cutting-edge technology is a powerful driver of growth. It’s about creating an environment where motivated employees thrive, leading to innovative solutions and heightened customer satisfaction.

How does your company culture stack up in 2024? And what’s the future of a good company culture?

Amp It Up – Leading For Hypergrowth

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I love Christmas for having more time for diving into great book – and not just those you were lucky enough to get for Christmas presents.

A great one I’ve read this year is Amp It Up by Frank Slootman.

In today’s dynamic business environment, ‘Amp It Up’ is a must-read for leaders and entrepreneurs eager to turbocharge their companies. The book skillfully bridges the gap between theoretical strategies and real-world applications. It offers a treasure trove of actionable insights on enhancing team productivity, fostering innovation, and instilling a culture of continuous growth. What sets ‘Amp It Up’ apart is its relatable content, filled with practical advice and inspiring examples that resonate with both new and seasoned professionals.

This book is not just another business guide; it’s a catalyst for transformation. Whether you’re steering a startup or managing a well-established enterprise, ‘Amp It Up’ provides the tools to elevate your business strategy and operational efficiency. If you’re looking to ignite a new spark in your leadership approach and drive your business to new heights, ‘Amp It Up’ is your roadmap to success.

Ready to revolutionise your business journey? Get your copy today and start amplifying your impact!

Commanding the Ship: Astronaut Strategies for Navigating Success and Leadership

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Ever wondered what it takes to think like an astronaut? Chris Hadfield’s ‘An Astronaut’s Guide to Life on Earth’ offers a rare peek into the mind of a spacefarer and the lessons learned from a career that’s literally out of this world. This is one of the most inspirational books I’ve ever read –  it’s amazing to see someone so focused who at a very young age new what they wanted to do and did everything they could to make it happen.

In his candid memoir, Hadfield presents life lessons honed during his missions aboard the International Space Station. He shares the surprising truth that the path to achieving astronomical dreams is paved with minute attention to detail, rigorous preparation, and the profound commitment to teamwork.

But this isn’t just about space. Hadfield’s insights are a blueprint for earthly success. He teaches us to embrace the ‘Sweat the small stuff’ philosophy, demonstrating how even the tiniest components can have mission-critical implications. His philosophy of ‘thinking like an astronaut’ can transform how you approach every aspect of daily life, making you more effective, resilient, and ready for any challenge that comes your way.

So, strap in and prepare for a transformative journey that will elevate your perspective from the terrestrial to the celestial. Whether you’re launching a new project, aspiring to leadership, or navigating life’s unpredictabilities, this book is your mission control for success.

Discover ‘An Astronaut’s Guide to Life on Earth’ on Amazon and unlock the astronaut mindset to revolutionize your life here on Earth. 🚀

If you’ve not read it yet – head over to Amazon and grab yourself a copy. Highly highly recommended.

“🚀 The Next Chapter in Customer Engagement: Beyond QBRs to Customer Value Reviews

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It’s clear we’re on a transformative journey when we look at how to deliver real value to our customers, but how do we effectively implement this shift?

1️⃣ Customised Value Pathways: It’s about creating tailored review schedules that resonate with each customer’s unique journey, not a one-size-fits-all approach.

2️⃣ Deep-Dive into Customer Worlds: Stepping into our customers’ shoes, understanding their challenges and ambitions, and aligning our services to support their strategic objectives.

3️⃣ Ongoing Value Assessment: Continuous interaction is key. We’re talking regular check-ins, not just quarterly reviews, to ensure we’re constantly adapting to and meeting evolving needs.

4️⃣ Accurate Trend Analysis: Keeping a close eye on business trends and progress is essential. It ensures that the value we deliver is not only current but also predictive and proactive.

This evolution in our approach is more than just a change in schedule; it’s a fundamental shift in mindset. What steps are you taking to make your customer reviews more dynamic and value-driven?

Evolving Customer Success: The Path Ahead In 2024

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The feedback on my last post about the changing landscape of Customer Success was so good to see and it’s clear we’re going through a transformation now. The insights from the community have been invaluable. We’re in a period of some big and need changes for our industry and it’s going to be an exciting 12 months ahead.

A recap on the big insights and changes coming…

1️⃣ : It’s crucial to differentiate between what matters to the economic buyer vs. other stakeholders at our customers. A happy user base is great, but if we’re not hitting the metrics that matter to those who make the renewal decisions, we’re missing the mark.

2️⃣ 2024′ : Focusing on core values and specific metrics is more critical than ever. As we streamline Customer Success roles, we need to redefine our expectations to combat burnout. It’s about working smarter, not harder.

3️⃣ : The conversation has shifted to identifying and improving the outcomes that matter most and providing value there. This is where we can truly demonstrate our value and impact, without overwhelming our teams.

4️⃣ : There’s a growing realisation that being a great CSM isn’t just about technical expertise or sales prowess. It’s about understanding, listening, and responding to customer needs. The role of the CSM is evolving beyond traditional boundaries.

5️⃣ . : In our haste to solve problems, are we losing sight of the customer’s voice? It’s time to refocus on what really matters – understanding and addressing customer needs, not just showcasing our expertise.

Let’s keep this conversation going. How are you planning to navigate these changes in your organisation? What strategies are you adopting to align with the evolving role of Customer Success?

THE Customer Success Book

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This is one of the original and still one of the best reads on what customer success is all about, where it came from and why it’s so critical to businesses today – and written by 3 customer success greats, 2 of which I know very well and have had the privilege of meeting and sharing a beer or 2 with…

→ ‘Customer Success: How Innovative Companies Are Reducing Churn and Growing Recurring Revenue’

4 really amazing pearls of wisdom that resonated with me in the book:

👉🏼 1. Building Relationships.
– It’s not just about closing sales. Nurture relationships and trust will sprout, paving the way for customer loyalty.

👉🏼 2. Understanding Customer Journey.
– Know the journey your customers embark on with your product. This empathy drives the customization that ensures customer satisfaction.

👉🏼 3. Proactive Problem-Solving.
– Anticipate potential issues. Be proactive, not reactive. It’s about preventing fires, not just extinguishing them.

👉🏼4. Success is a Culture.
– Imbue every facet of your organization with customer success. It’s not just a department, it’s a culture.

This is a must read for any business leader working with customers in 2024.

Explain what customer success 🛃 is to a 10 year old – care of ChatGPT… 💻

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“Alright, let’s break down what customer success is in a simple way:

Helping Customers: Imagine you’ve bought a new video game. Customer success is like having a friend who helps you understand how to play the game, so you can enjoy it more.

Listening to Problems: If you have trouble with the game, this friend listens to your problems and finds ways to solve them.

Making Things Better: They also suggest new games or updates that can make your gaming experience even more fun.

Keeping in Touch: This friend keeps checking in with you to make sure you’re still having a good time with your game.

Happy Customers: The goal is to make sure you’re really happy with your game and help you get the most out of it.

So, in a job, customer success is about making sure people who use a company’s products or services are happy and getting the most out of them.”

Then asked if it was really about keeping customers happy and…

“Customer success is more than just keeping customers happy. Here are a few key points:

Achieving Goals: It’s about understanding what customers want to achieve with the product and helping them reach those goals.

Building Relationships: Developing a strong, trusting relationship with customers is crucial. It’s not just a one-time interaction but an ongoing partnership.

Feedback and Improvement: Listening to customer feedback and using it to improve products and services is a big part of customer success.

Proactive Support: It involves anticipating customer needs and problems before they even arise and addressing them proactively.

Customer Retention: Keeping customers using the product for a long time is important. It’s not just about making them happy once, but ensuring they continue to find value.

Educating Customers: Teaching customers how to use the product effectively so they can get the most benefit from it.”

Not too bad a start – one mention of value and none of outcomes. Now to test it out with a 10 year old – or one of the “not so little” Nobles.

Think you know all there is to know about Customer Education?

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Well, think again! 🌟

Let’s debunk some of the common myths about Customer Education…

  • Myth 1: It’s solely about product usage – Actually, it’s about empowering customers to use our products to solve their unique challenges.
  • Myth 2: It’s a one-time event – It’s an ongoing journey that evolves as the customer’s needs do.
  • Myth 3: It’s just for the customer – It’s a great learning opportunity for businesses as well.
  • Myth 4: It slows down the sales cycle – When done correctly, it accelerates the sales cycle by building trust and showing value.
  • Myth 5: It’s expensive and time-consuming – With the right strategy, it can save resources and enhance customer experience.
  • Myth 6: It’s not measurable – With modern tools, you can measure the impact of customer education on key metrics like retention and churn.
  • Myth 7: Only large companies need it – Businesses of all sizes can benefit from educating their customers.

    What other Customer Education myths have you encountered?

Dare To Lead

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Christmas is my favourite time of the year and I always love getting new books (well actually that’s not just at Christmas). One book I’d highly recommend and one that truly transformed my perspective is:

(And it’s not “How to Win Friends and Influence People”)

→ “Dare to Lead” by Brené Brown

4 lessons I learned

👉🏼 1. Embrace Vulnerability.

– Being vulnerable doesn’t mean being weak. It means having the courage to show up when you can’t control the outcome.

👉🏼 2. The Value of Trust.

– Trust isn’t built overnight. It’s a series of small moments where integrity, accountability, and reliability are proven.

👉🏼 3. Self-awareness Leads to Empathy.

– Understanding our own emotions helps us empathise with others. This paves the way for stronger, more meaningful connections.

👉🏼4. Clear is Kind.

– Clear, honest feedback, even when uncomfortable, is kinder than vague, unhelpful criticism.

Learn these lessons → you’ll become an exemplary leader.

Unlocking Customer Lifetime Value: The Key to Long-term Success

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Introduction:

Customer Lifetime Value (CLTV) holds the key to long-term success in business. Unraveling the potential of CLTV is crucial for building lasting relationships and driving sustained revenue growth.

Understanding CLTV:

Customer Lifetime Value is not solely about revenue but about fostering enduring value for customers. It is a vital metric for gauging an organization’s growth and prosperity. For instance, consider a subscription-based service like Netflix, where a loyal customer who subscribes for years contributes substantially to the company’s CLTV.

Viewing Value from Different Angles:

CLTV is more than just revenue; it encompasses different perspectives of value. Identifying and aligning with the customer’s definition of value is crucial. An example could be a luxury car brand that offers exceptional customer service, providing value that extends beyond the purchase.

Applying CLTV in Practice:

Measuring CLTV beyond revenue involves assessing advocacy, referrals, and recommendations, which are immensely valuable. Forecasting CLTV requires a careful consideration of customer segments and past profiles. For example, a software company may analyze user adoption metrics to predict long-term value.