Cash-flow and funding can limit headcount for many early-stage SaaS companies, and at the outset, Customer Success often falls on a team of one. This lone CSM is responsible for training, support, and an avalanche of other tasks to ensure that customers continuously renew their subscription. As the business grows, this team of one will need to figure out how to scale their role — and do so quickly. The solution frequently boils down to one of two choices: 1) invest in Customer Success software, or 2) hire an additional team member.
We are excited to announce the general availability of our new data center located in Frankfurt, Germany. Our latest data center comes on the heels of Natero’s rapid expansion, particularly in Europe and India.
You’ve been brought in as the founding member of the Customer Success team — congrats! Your company is making a major investment in helping customers derive more value from its products and services. Now you’re faced with the inevitable question: where to begin?
This roadmap will outline what you should expect to accomplish in your first 90 days. At the end of this timeframe, you will understand your product’s use case, know when and how to encourage customers to take actions that drive value, and have a vision of where you want to lead your team in the future.
Customer Success (CS) is enjoying a lot of attention, particularly in Software-as-a-Service (SaaS) where CS is a critical enabler of renewal subscriptions. Customer Support, by comparison, is perceived as a reactive (and less attractive) break-fix department. While organizationally, Support may be a separate team, it can also play a key role in customers' success. Organizations that are willing to lower the silo walls can enjoy significant opportunities for improved Customer Success.
Why Some Touchpoints Matter More, and What To Do About It
Customer Success is a rapidly changing discipline, yet at its core it remains one of the best ways to help existing customers achieve their business goals. For us to help our customers within the context of our product, we need to be specific about the value our product delivers, and how we can help them derive even more value from our relationship for years to come. It is helpful to envision the complete Customer Lifecycle for each of our products and identify key events and milestones at different points on our Customer’s Journey.
In this article, I will discuss how Customer Success professionals can address these seven categories of Customer Lifecycle events to maximize the value of their solution:
Natero was founded on the premise that Customer Success teams need better access to actionable customer data. Early on, we also recognized that CSMs were struggling with more than just customer intelligence. Customer Success teams were often working out of their inboxes, and juggling spreadsheets or productivity apps just to stay in sync and manage their customer tasks.
This often led to reactive behavior and business processes that didn't scale.
“Customer Success is not just a buzzword at Freshdesk – it’s a growth driver.”
We are delighted to share that Freshdesk uses Natero's CSM platform to proactively manage Customer Success.