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

INDUSTRY
STRATEGY AREA
CONTENT TYPE
HR Tech Stack Assessment Tool
May 17 2019
HR Tech Stack Assessment Tool
VIEW
Pipeline Inspection Checklist
May 17 2019
Pipeline Inspection Checklist
VIEW
Account Management Process Tool
May 16 2019
Account Management Process Tool
VIEW
previous
1 of 122
right
Loading...
Customer Experience Strategy
Executing a World-Class Customer Experience
In a previous article, SBI explained the importance of CMOs taking ownership of the Customer Life Cycle. If you already agree with its importance, your next two questions are likely:   “What does great look like?” “How do I deliver it?”   While there are...
Read More
Customer Experience Strategy
Understanding Your Customer’s Story with Listening Paths
Messaging Pipelines   When I was younger, I would often play “The Telephone Game” with my friends. You whisper a phrase to one person, who whispers it to another, and so on until the last person in the line repeats the message...
Read More
Sales Strategy
How a CEO Inspires Cultural Change
Today Nestor Benavides, CEO of EMG, joins us to discuss how a CEO can establish new forms of communication that not only drive the culture but deliver continuous improvement. Nestor reviews how he shapes a culture that empowers his team...
Read More
Customer Experience Strategy
Hidden Obstacles Can Sink Your Best Customer Experience Efforts
You have a variety of channels to meet customers along their journey. You know they are reading your emails. They are actively downloading information and filling out forms. They even had conversations with your representatives and are “very satisfied” with...
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