Customer Success

Building Your Business Case for the Future

 

Azim Nagree explores the necessary steps to take when the current crisis is over and shares a template you can use to build your business case.

Many of us are spending our time thinking about (and writing about) how to get through the current Coronavirus-driven situation. For those who have had to endure headcount reductions, your energy and focus is probably on just getting through the day-to-day workload.

But it’s important to think about what will happen when the current crisis is over, especially as it relates to hiring. So, when management is telling you to cut back on headcount, how do you make the case to start hiring again?

The answer is simple – data.

When you are asking for additional headcount, make sure that you have the data to back up your request. It is likely that every department will be requesting headcount, and the executive team will not approve everyone’s request. Those with a solid business case backed up with data will win, compared to those who have generic requests based upon intuition. More simply said: Bring a gun to the knife fight

 

Points covered in this article include:

  • Sales targets and quota capacity
  • Demand generation
  • Customer support and customer success

 

Read the full article, What Happens When This Is All Over, on LinkedIn.

 

Customer Care during a Crisis

 

Robbie Kellman Baxter explains why the customer relationship is even more valuable and volatile during times of crisis and provides six practical steps you can take to maintain  strong customer relations.

Subscription-based businesses seem to be the most resilient during this time of crisis. With predictable recurring revenue, they have greater flexibility to withstand the storm. But there’s more to it than just revenue. To hang onto customers during a crisis, you need to build a forever transaction with the people you serve. 

Around the world, everyone is adjusting to their own personal “new normal.” They’re sheltering in place. They’re worrying about the elderly and immunocompromised in their community. Their kids are distance learning and not going to school or childcare. Most people, except those on the front lines and in essential businesses, are working from home. And many of those who own or run businesses are trying to hang onto their customers when seemingly all forces are working against them.   Smart marketers know they can kill their brand if they screw this up.

 

The six steps include:

  • The focus on the forever promise
  • Determining your best members
  • Expanding customer success
  • Learning from frontline team members
  • Placing the customer at meetings
  • Identifying the customer challenges

 

Read the full article, How to Hold onto Your Customers in a Crisis – and for the Long Term, on LinkedIn.