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Let me also hop on and take part in the hottest topic of discussion these days - Digital CS! Want to know what’s the Gainsight’s way of managing Digital Led CS? No worries, I will be sharing all about Digital led best practices on 4th of April 2023 at 8 AM PST.Be a part of the discussion by registering 👉🏻here!One hour couldn’t just be enough to talk all about the most important topic these days. Let’s start the discussion now in the comments section!Post your questions/thoughts in the comment section below 👇🏻 and we will do our best to cover them during the session!
Gainsight has been creating a ton of great content around Digital Customer Success, and walking the talk on Digital CS motions. One of the coolest things we’ve done on this initiative is create our new Digital CS Destination in the Gamechanger community - which is now officially live on our site!As you check out the new page (and maybe even bookmark it for later reference! 😄) I wanted to share why we built this page and how we did it using Gainsight functionality. NEW! Digital CS Custom Page on the Gamechanger Community The Challenge/NeedOur community already has a ton of great content tagged to ‘digital CS’ or ‘digital-led’ programs - but, that content is posted (just like this article!) in other forums like CS Inspiration. And its great content to have here - but, harder to surface if you are looking for a subset of topics around Digital CS. We wanted to find a way to:Make it easy to find Digital CS tagged content, quickly. Avoid creating a new (and empty to start) forum/area - re
Hey Everyone!First, I’m super thrilled to be back in the Gainsight community - as an Alum, it’s an honor to be invited to give a talk at Pulse. In 2022, Nick Mehta joined me on the CELab (Customer Education Laboratory) podcast to talk about education and enablement (Episode 76). Our focus was to take a macro perspective on Customer Success today – where it’s at and where it’s headed – and question the role that Customer Education plays. In that discussion, Nick presented shared how he considers education as being at the core of what we do in Customer Success and shared four (4) key areas - in SaaS - where we need to focus. In this session we’re going to expand upon these topics and much more. Join me as we:Talk about how Customer Education is “the Core” of Customer Success Understand Program Maturity - where are you at? Growing your program - where are you headed? And finding the others - people who know and understand Customer Education and can help you.Customer Education is, as
👋🏼 We’re officially one week away from our in-person Pulse conference in San Francisco and I can’t wait to present with @CassidyCardoso on Driving Engagement with Stakeholder Alignment.As a CSM, it’s crucial to ensure you’re meeting with the right personas at the right cadence to make sure you’re aligned with your customers and this can look different across segments (high touch, mid touch and digital touch). Come join the conversation on Wednesday at 2pm PT as Cassidy and I talk through 1) why stakeholder alignment is important, 2) identifying who your personas are within your customer base, 3) what the right cadence looks like by segment and 4) how this is executed within Gainsight. 🤗 Get Fired Up!
Attention all CS Ops professionals and partners! Experience the valuable benefits of becoming a mentor in Gainsight's CS Ops Mentor Program and make a positive impact in the lives of your mentees and inspire them to pay it forward.Do you know someone who has the potential to be a great mentor? Consider reaching out and inviting them to join the program. You can even self-nominate yourself too!Our mentorship program is designed to achieve the following outcomes:Appreciate and empower our program participants Create a supportive and collaborative environment Make mentoring more accessible Support Gainsight Admins with resources Mentors and mentees engage in meaningful conversations, share their experiences, and learn from each other in CS OpsAs a mentor, you have the opportunity to:Expand your network Build coaching and people skills Reinforce your knowledge on subject matters.By sharing your experiences, you offer mentees a different perspective that can be valuable in their personal an
Compensation data has not existed specifically for Customer Success Operations. In January 2022, Gainsight and the customer-run Gainsight Global Admins community collaborated to gather the first set of benchmarks.Our anonymous survey received 296 responses. Gainsight customers likely represent a significant portion, but the survey was also publicized broadly. Responses were encouraged from all types of CS Ops professionals.See the ResultsPDF attached belowReactions? Questions? Post them below!
We are beginning our DCS journey, including creating a foundational success hub in our community. I'd love to hear what other success hubs look like? What kind of content do you feature? Is it a separate "hub" in your community or integrated within? How do customers leverage it? Etc.
As a customer success leader, one of the primary challenges you may face is how to best support customers who use multiple products from your company's portfolio. To help you navigate this challenge, we've outlined five common customer success management (CSM) models that can be used to support customers with various product combinations. By understanding the strengths and limitations of each model, you can make an informed decision about which approach is best suited for your organization. Here are the common models we’ve seen and how to evaluate the ones most appropriate for your business. There may be combinations as well - single CSM for small multi product accounts vs. a Relationship CSM and Product Specialists for your largest accounts. The Generalist CSM Model: “THE Single Point of Contact”The Generalist CSM Model assigns each customer success manager to be well-versed in all the company's products. This approach provides customers with a single point of contact for any product-
So exited to see the great turnout on Tuesday for the Day in the Life of a Gainsight Enterprise CSM session! We had tons of great questions but one that I wish we had a bit more time to go deeper on was “How does Gainsight measure adoption?” There is absolutely a wrong way to do this. Any time you are asking a CSM or other user to either calculate or speculate on what the customer adoption is you are: 1. Leaving room for subjectivity 2. Leaving room for manual error 3. Taking away time they could be spending driving value with customers 4. Your health score will not be predictive. At Gainsight this is all automated so I (as a CSM) do not have to take any manual action to get this insight. Our adoption health score is 50% adoption depth (how often are people logging into Gainsight) and 50% adoption breadth (are they using top sticky features). Trends using this data fire off CTAs when adoption depth declines with playbooks to take proactive action. Adoption is leading indicator to rene
We assume that you have a way to identify which customer is due for renewal and when is their renewal and you are tracking the renewal process(Opportunity) something similar to the below example. To calculate Retention Rates in Gainsight, We should use the Data Designer feature. Click here to know more about Data Designer. Calculating Net Revenue Retention Rate:Step 1:Using Data Designer, fetch Renewal and Expansion Related Information from Opportunity along with their Close Dates and Stages. Step 2:Next step is to get the First day of the Quarter for the Close Date of Opportunity. In case if you want to get Retention Rates by Month, You need to get the First Day of the Month for the Close Date of Opportunity. Step 3:Get the SUM of Amount of all the Opportunities, SUM of Current ARR and Total Number of Accounts per Quarter(Grouping by Quarter). Labels: SUM of Amount → Total Renewable ARRCount of Accounts → Total Renewable AccountsSUM of Current ARR → Total Current ARR .Step 4:Ge
Does Gainsight have any recommendations/best practices to share regarding the use of COLORS in Reports, Dashboards, Gainsight Home, etc? I see an article for Gainsight PX but I’m not finding anything for Gainsight CS in Support Center.Thanks!JJ
Hello Leaders in Customer Success, Gainsight's C/R360 feature is a customer 360-degree view that provides a comprehensive understanding of a customer's interactions, behaviour, and sentiment with your organisation.Here is why the feature really matters and excites the CS leaders: Single Source of TruthC/R360 provides a single source of truth for all customer-related information, including customer history, feedback, health score, etc which helps make data-driven decisions and take actions to improve the customer experience. Holistic Customer ViewC/R360 provides a holistic view of a customer’s journey with your organisation and enables the team to take clear actions based on the customer’s needs, preferences, and pain points. And all this with real time data on customer interactions and metrics. CustomisableC/R360 is customisable allowing you to tailor the view to your specific need and preferences. Gainsight recently redesigned C/R360 to significantly simplify from its previous ver
In our monthly meetup group about the CS Ops of Digital Customer Success, we spoke in April about defining digital customer success. As a follow up from our Digital Customer Success Bootcamp webinar on April 4 the group discussed how they define their digital cs maturity and challenges they might face as they become more mature in their strategy. Check out the recording to see what we learned!
Missed our webinar on the Day in the Life of a CSM “How a Gainsight CSM uses Gainsight to support enterprise customers to drive ROI, mitigate risks and collaborate with sales to identify new opportunities”. You’re in luck! You can find the recording and slides below. If you have any questions please thread them below! 💻 Slides
Who’s fired up for Pulse this year?We are already counting down the days to Pulse, which means I’m channeling my inner Taylor and am ready to celebrate.This year is extra special since we are also celebrating 10 years of Pulse. Join us at an online party over the next couple months here on our GameChanger community! More details in the video below👇🏽, so get ready to make some incredible memories together! 🕺 You can register here, & I can’t wait to see you all May 17-18!
Hello There!As a CS leader, you understand the importance of keeping your team in sync with their clients' needs and expectations. One way to achieve this is by ensuring that all communication with the client is documented and easily accessible.Gainsight's Journey Orchestrator feature now makes this even easier by logging emails sent through the platform into the timeline as an activity.But the real question is why exactly do we need to have emails logged to the timeline and how is this really helping? Here are key highlights on why this feature really excites and makes sense for the CS leaders: Increased Visibility and TransparencyWith all emails sent through Journey Orchestrator being logged in the timeline, CSMs can easily track the communication history with clients. This helps them stay on top of their clients' needs and be in sync with all the information their client is receiving. Improved collaboration and alignmentCSMs can quickly access the timeline to see what communicatio
Hello CS Leaders,Gainsight’s Success Snapshot empowers the CS team to create data driven and visually compelling presentations for customer meetings.However, it all starts with a simple evaluation of where you are and where CS leaders want to be with their scalable customer presentation strategy. Here are a few pointers that CS leaders look into on a regular basis to keep their outcomes paramount. Check recent customer presentationsGet your team to share the last few EBRs / customer meeting presentations. This will help you with all information and components the team is currently sharing with the customers. List out Need-To-Have Data points and metricsLook for all the data points in those decks to analyse and figure out which one of those should really be part of the presentation. List out all the key components and data that stand out and should be part of all the future presentations. Aid with presentation templatesOnce you have a raw deck in your mind, help the team by putting t
Hi CS Leaders, Customer Success Qualified Leads (CSQL) is a sophisticated feature available in your instance of Gainsight.Here are the best internal practices (rather much needed prerequisites) for engaging CSQLs efficiently. Define CSQLs for your business & Internal AlignmentConversation across the board with all teams like sales, marketing, operations & having them in agreement with this efficient source of pipeline generation. Incentivise & RecogniseBuild excitement and show off your team’s contributions to the pipeline.Validation and sense of impact goes a long way. Empower your teamsHave detailed and well defined processes in play, data points to capture, metrics to be shared. CSMs should be well informed on the benefits of capturing and transposing CSQLs correctly.The above details in place set up your strategy for the big wins in CS.Here is a quick demo on the CSQL flow, reports, results inside Gainsight. Why CS Leaders Should Care About CSQLs in Gainsight: (The
Subscribe to this monthly newsletter here! Hi [there], So, my last newsletter was the first week of November. Did I miss anything? Before the tech layoff wave, before SVB, before my first time getting Covid (then my rebound on Christmas Eve), before ChatGPT, ya know, happened… It feels like a lifetime ago that predictability was something we could claim to have. Do you feel that you’ve gotten your prediction skills back? Or maybe you’ve just pieced back together your sense that they ever existed? I mean, who can say what CS will look like in a year? Sorry, I didn't mean to send you into a nihilistic tailspin. On the contrary, you have trained for unpredictability. Do you remember that feeling from March & April 2020 of, "What on earth happens next?" In your day-to-day life, in the four walls of your home, the only possible answer was, "What's immediately in front of you." (Or, in the style of a Jeopardy answer: "What is Tiger King.") So, you know how to pick your way forward, on
Maintaining a book of business can be challenging. Customer success teams often find themselves navigating rocky waters as the customer's experience has both crests and troughs throughout their journey. As your teams talk with customers they begin to decode where exactly on this journey the customer may be and what their overall sentiment is like, with the penultimate goal being to help customers maximize the crests and minimize the troughs.One great way to do this is to send customers gifts of appreciation or support when the time is right. For example, you could send a customer a Welcome Box to thank them for signing up and becoming part of your loyal customer base. Perhaps you may even want to send them a holiday gift, a gift at the time of their renewal, or better yet, a gift to celebrate their milestones (i.e - First X number of email sends, their tool going live, etc.).It doesn’t have to just be about their company’s relationship either. It may be specific to your primary point o
Hello PX-ers! Pop Quiz: When should you start thinking of measuring the impact of your in app engagements? A: Before your engagements even go live! I find too many users aren’t thinking about how to measure their engagement’s impact until after it has been running. They then have to make changes to put things in place for measurement and they lose valuable insights on impact in the beginning weeks. To Quote Benjamin Franklin- “If you fail to plan, you are planning to fail!” Hot Tip 🔥: Create an Engagement Intake Process and ensure measurement is included. If you create a process for planning an engagement, you can add elements important for measurement as a step and ensure they are included from the start. Below is an example of a checklist to go through before creating and launching any engagement. This will match your plan to the configuration needed for measurement in PX. Planning Questions: Who is the intended audience? (persona, previous usage and what stage?) Do you have
I joined Gainsight in mid 2014 and my first Pulse was in May 2015 -- so not quite ten years for me but getting close! The 2015 event was in one of the coolest -- and, as it turns out, coldest -- Pulse venues of all time. We took over some warehouses on a pier in San Francisco…....and converted them into a baseball-themed celebration of all things Customer Success. The most memorable thing for many attendees was the Taylor Swift impersonator -- who some people thought was not an impersonator at all! Our customers delivered in the obligatory music parodyFor me the most memorable thing was the opportunity to introduce the world to the first step in the journey of Digital Customer Success, When I first joined the company I spent a lot of time talking to CS leaders and came to understand a huge gap -- they had no way to reach their customers at scale. We build the world’f first automated engagement tool for Customer Success. We called it Gainsight CoPilot and we unveiled it at Pulse 20
Hello Gainsight Community!In our recent Digital CS webinars, we’ve seen questions over and over again around how digital onboarding can help improve existing onboarding programs, and I wanted to start a conversation on a few ways that digital tactics can be leveraged if you are getting started setting up your own digital-led onboarding program! Usually, ‘digital’ onboarding comes up when customer-facing teams realize they are facing delays in product activation and adoption (usually tied to a slow TTV). And often the delays here are associated with slow responses - customers who don’t schedule an onboarding call, or where it takes days (or weeks!) to even get in touch post-purchase. Where digital can help here is streamlining onboarding communications - and making it easier for customers to take needed actions quickly when they are in-product.So, if you are considering ways to fast-track onboarding, here’s two tactics/capabilities you can leverage to get started: ✅ In-app communication
I’ve been at every Pulse since 2016, so this will be my eighth. There’s really no experience like it, so in honor of Pulse’s 10th year, I took a nostalgic trip into the depths of my photo library...When I walked into my first opening keynote, I remember my primary reaction was WHAT IS HAPPENING That year, I also received a Sally Award (a precursor to the GameChanger Awards), which was a delight, though I remember did not fit easily in my very very full carry-on.The next year had a rockin’ theme of the 90’s, and then Vanilla Ice took the stage and I remember thinking WHAT IS HAPPENINGThat was a great year for music. Pulse had a party on an aircraft carrier with a cover band. (I also remember that the snacks included Pop-Tarts. That memory -- it’s fond.)I took the photo below at Pulse 2018, on my 36th birthday, a Monday. I had taken the long, early-morning flight from Boston that morning, coming to Pulse as a presenter (CS Ops presentation theme = Julia Child 👩🍳 ), as a recipient of a
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