PHASE 3: REVENUE AND BUDGET PLANNING

Determine the right level of Customer Success investment that is appropriate for your organization in its growth stage.

 

Ensure that you assign the right resources, people, money and time to retaining your existing customers, and earning more revenue from them in the future. Ensure that you are investing enough in processes, people, and performance conditions for the team to be effective.

Rapid Diagnostic

1. You have identified a benchmark standard for your budget, forecast, and pipeline.

2. Your Customer Success budget is in line with your industry and peers.

3. You can demonstrate the Return on Investment (ROI) of your Customer Success team.

4. You invest enough time and resources in developing the processes that make your team effective.

5. You invest enough time and resources in establishing the performance conditions that will enable your people to succeed in their current role.

6. You can confidently estimate this quarter’s customer renewal rate.

7. You have a method to proactively identify customers with a high-risk churn.

8. You have defined processes to respond to customers with a high-risk churn.

9. You collaborate with Sales and Marketing when creating your forecast.

10. Your customer pipeline is accurately maintained by the team and confidently used for management decisions.

Deliverables

• Budget Benchmarking

• Budget Recommendation

• Forecast and Pipeline Management Process

STRATEGY AREA
CONTENT TYPE
INDUSTRY
SBI ABM Account Planning Tool
September 19 2019
SBI ABM Account Planning Tool
VIEW
CX Charter Roadmap
September 17 2019
CX Charter Roadmap
VIEW
Five-Year Strategic Plan Enables Path for an Aggressive 40% Revenue CAGR
September 13 2019
Five-Year Strategic Plan Enables Path for an Aggressive 40% Revenue CAGR
VIEW
previous
1 of 137
right
Loading...
Sales Strategy
Capturing the True Meaning of Customer Experience
Brad Christian, Chief Customer Officer of Market Force, joins us to share the true meaning of customer experience. Brad and his team at Market Force have become masters of customer experience and have shared some of the best-practices that impact...
Read More
Sales Strategy
How a Marketing Leader Normalizes Outbound
As a marketing leader, if you have ever thought about where your next new form of revenue is coming from, the answer is outbound marketing. Eric Quanstrom, CMO of Cience, joins us to discuss how outbound is the new normal....
Read More
Sales Strategy
How a CEO Drives Revenue Growth with Digital Strategy
Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth.   With so many definitions and ideas of what a digital strategy is and how to implement one, companies find it difficult...
Read More
Sales Strategy
The Impact of a Third-Party Perspective on Customer Experience
One of the most significant mistakes B2B companies can make is not utilizing third-parties to help manage their customer experience platforms. An expert in the customer success industry joins us to discuss the benefit of having a third-party perspective.   In this...
Read More

Stay up to date with our latest insights, benchmarks, strategies & more

CREATE AN ACCOUNT

Join our team of passionate professionals and find your full potential

ALL OPEN POSITIONS