Totango

OCTOBER 3, 2019

Gone are the days when you can produce a standard-issue product and expect customers to happily purchase it, again and again. Customers have more choices than ever, so it’s critical that you take a customer-centered approach and offer personalized customer engagement. Monitor changing customer goals.

Customer Engagement 68

Customer Engagement Engagement Software Communication 68

Waypoint Group

OCTOBER 17, 2019

Recognizing the need to create more customer advocates (“Promoters”) and improve retention, Reciprocity wanted to better utilize u nbiased feedback from the customer contacts that matter most (that is, Buying Committee members, not just end-users) to drive its product, customer experience and company. This is about feedback.

Customer Engagement 40

Customer Engagement B2B Engagement NPS 40

Waypoint Group

SEPTEMBER 8, 2022

B2B vendor/providers and customer/accounts working together is much like a marriage. The post Silence Is Deadly: Methods To Get Your B2B Stakeholder Customers To Provide Feedback first appeared on Waypoint Group.

B2B 52

B2B Feedback Net Promoter Score Effort Score 52

Waypoint Group

SEPTEMBER 8, 2022

B2B vendor/providers and customer/accounts working together is much like a marriage. The post Silence Is Deadly: Methods To Get Your B2B Stakeholder Customers To Provide Feedback first appeared on Waypoint Group.

B2B 52

B2B Feedback Net Promoter Score Effort Score 52

Totango

JANUARY 23, 2020

Experience of Value is Delayed: The customer-centered economy means that customers can leave if they do not see a clear path to value early in the relationship. Escalations Go Unresolved: Customers become frustrated if they feel their complaints are going unheard and are unlikely to renew. . Set and Celebrate Goals.

Strategy 106

Strategy Management B2B ROI 106

Waypoint Group

FEBRUARY 1, 2018

If your company sells products and services to other businesses (B2B), are you confident that your customer engagement process is utilizing an effective B2B approach? But B2B is a completely different structure than B2C, and you’re most certainly missing out […]. appeared first on Waypoint Group.

B2C 40

B2C B2B Feedback Customer Engagement 40

Waypoint Group

AUGUST 30, 2017

The post CX and CS: Both are Required to Drive B2B Retention and Expansion appeared first on Waypoint Group.

B2B 40

B2B Voice of Customer Video Groups 40

CloudCherry

DECEMBER 1, 2018

Who’s accountable for ensuring that every single customer encounters a well-designed and well-executed experience – regardless of where they are in their journey? In today’s B2B world, customer experience management (CEM) often falls to the customer success team. Customer experience involves everyone’s voice.

Customer Success 247

Customer Success Customer Experience CEM Touchpoint 247

Waypoint Group

MARCH 27, 2019

A TopBox-client since 2015 asked us to help them predict future financial outcomes based on the operationalized B2B-customer feedback data that they had been harvesting over the past 4 years. 69% of the customer-accounts that didn’t grow (accounts with 0% growth) over the last 4 years were also silent.

NPS 40

NPS Financial B2B Exercises 40

CloudCherry

OCTOBER 30, 2018

Who’s accountable for ensuring that every single customer encounters a well-designed and well-executed experience – regardless of where they are in their journey? In today’s B2B world, customer experience management (CEM) often falls to the customer success team. Customer experience involves everyone’s voice.

Customer Success 186

Customer Success Customer Experience CEM Touchpoint 186

Waypoint Group

JULY 28, 2016

As the leader of a B2B company, you want to see your growth indicators going off the charts. The post 5 Ways B2B Companies Can Accelerate Growth appeared first on Waypoint Group. You’re always looking for a way to do more, better, with less. The question is, “How?”

B2B 40

B2B Company Groups Feedback 40

Waypoint Group

JANUARY 2, 2018

I am often asked, “What’s a good response rate for my B2B NPS/Customer survey?” ” Since we know that response rates can be a potent indicator of renewal and expansion, improving from the “typical” ~15% in B2B environments often leads to accelerated rates of corporate growth.

NPS 40

NPS B2B Survey Groups 40

Waypoint Group

OCTOBER 19, 2017

Loyalty is crucial for B2B businesses as well, but far more challenging to measure since There are many contacts in the account, many of which may be executives that don’t often (ever?) The post The Secret to Easy B2B Retention & Expansion = Relationships.

B2B 40

B2B Loyalty Groups Measurement 40

Beyond Philosophy

JULY 21, 2022

Pickle #1: How can you increase survey response rates to create a more robust voice of customer data? We’re implementing a Voice of the Customer (VOC) program on a customer platform in a large business-to-business (B2B) organization. In other words, you need to encourage customers to respond.

B2B 88

B2B Survey Hospitality Data 88

PeopleMetrics

MARCH 25, 2022

creating a customer advisory board to collect customer insights. CABs are particularly beneficial for companies that rely heavily on segments of high-impact customers , like: B2B companies that produce enterprise-level software or provide specialized professional services. Luxury B2C brands and service providers.

Roadmap 118

Roadmap Feedback B2B Survey 118

Totango

OCTOBER 8, 2020

In B2B terms, it is still possible to maintain your customer relationship and even improve customer retention during uncertainty, but you will need to focus on five key steps: Understand Your Customer. Proactively Personalize Engagements. Listen to Your Voice of Customer Programs.

Customer Retention 63

Customer Retention How To Customer Success B2B 63

CustomerSuccessBox

NOVEMBER 16, 2021

Customer Success (CS) has become synonymous with customer loyalty, customer satisfaction, and a positive customer experience. CS ensures the customer is at the center of the business strategy of modern B2B SaaS firms. It’s much easier to delight your customer when you know exactly what they need.

Customer Success 52

Customer Success Management Case Study Rewards Programs 52

Totango

OCTOBER 13, 2020

Customers who become advocates stimulate enterprise growth and drive value. The Impact of Turning Customers Into Advocates. B2B buyers have a complex and formal buying process, involving multiple people across departments.

Strategy 62

Strategy Effort Score B2B Customer Success 62

Waypoint Group

JANUARY 31, 2019

NOTE: Last week’s blog, Stop the Check-InSanity: How to Make Ongoing Customer Interactions a Win-Win , was so well received that I decided to elaborate this week. Happy and successful customers are far more likely to be retained. Make sure you are creating happy customers that perceive success.

How To 40

How To B2B Voice of Customer Feedback 40

ProProfs Chat

SEPTEMBER 28, 2018

Adinor Puplampu Customer Experience Leader at Millicom Ghana Limited. It resonates with a significant demographic that is familiar with messaging apps, and so has important customer engagement potential. It also facilitates text analysis as a bridge to obtaining robust voice of customer (VoC) insight. Tweet this.

Software 106

Software B2B Chatbots Self Service 106

Totango

JULY 23, 2019

The old sales idea of courting and closing a customer in a single effort and considering their value “bagged” from a one-off transaction is as antiquated as dial-up modems. After all, the digitization of business has empowered customers to seek long-term gains from short-term investments. Adopting a Customer-Centric Approach.

Customer Success 89

Customer Success Effort Score Customer Centricity Customer Journeys 89

Waypoint Group

JUNE 7, 2018

I recently wrote about the importance of leading indicators to improve customer retention and expansion rates in B2B environments. Waiting for financial results is too late; it behooves every company to embed a simple and repeatable set of steps that strengthen customer relationships over time. Here’s why and how.

Customer Success 40

Customer Success Customer Journeys B2B Feedback 40

Waypoint Group

AUGUST 1, 2018

Attitudinal (heartfelt) loyalty, which must be the mainstay of B2B companies because. We all understand the notion of “trapped” customers due to high switching costs (i.e. We all understand the notion of “trapped” customers due to high switching costs (i.e. The customer certainly does… are you listening?

Loyalty 56

Loyalty Net Promoter Score Connections e-support 56

Pink Guava

APRIL 26, 2020

For example, you could be selling to a B2B business and right now your customers might themselves be facing the cash crunch. - Did you put enough thought and action to assess your strengths, current processes, policies, and customer engagement strategies? - How long will it take for them to get back? -

Social Media 84

Social Media Financial Innovation Employee Engagement 84

Waypoint Group

MARCH 5, 2020

Some of the discussion included: Learning a few things from Sales around strengthening customer relationships. The hand-off between Sales and Customer Success. The definition of “customer” in B2B (think “buying committee!”) ”) and persona.

Sales 40

Sales Customer Success B2B Customer relationships 40

Storyminers

JULY 6, 2020

Augie Ray is a Vice President Analyst covering customer experience (CX) for marketing and CX leaders. The upheaval that digital engagement and collaboration is having on business leadership and organizational communication. He is an expert in transforming how employees work with customers through multiple digital marketing strategies.

Customer Experience 147

Customer Experience Customer Service Social Media Consulting 147

Totango

JULY 23, 2019

The old sales idea of courting and closing a customer in a single effort and considering their value “bagged” from a one-off transaction is as antiquated as dial-up modems. After all, the digitization of business has empowered customers to seek long-term gains from short-term investments. Adopting a Customer-Centric Approach.

Customer Success 63

Customer Success Effort Score Customer Centricity Customer Journeys 63

Storyminers

JULY 6, 2020

Augie Ray is a Vice President Analyst covering customer experience (CX) for marketing and CX leaders. The upheaval that digital engagement and collaboration is having on business leadership and organizational communication. He is an expert in transforming how employees work with customers through multiple digital marketing strategies.

Customer Experience 130

Customer Experience Customer Service Social Media Consulting 130

ClearAction

MARCH 24, 2017

It’s a logical series of effort that generates change that everyone appreciates: customers, employees, and investors. See the Applied Materials example: Strategic Action on B2B VoC ). Earning customer engagement is more profitable and sustainable than the “resource hamster wheel” of enticing customer engagement.

ROI 48

ROI Effort Score Customer Journeys B2B 48

Waypoint Group

OCTOBER 31, 2017

Maybe I’m not entitled to, so let me know if there’s anything disagreeable here… Seems to me that the shortest path to accelerating profitable growth is through customer loyalty. We’ve seen so many examples where this is true and following below is why and how to make it happen in B2B.

Tips 40

Tips How To B2B Loyalty 40

Waypoint Group

JULY 13, 2018

12:00 : What about NPS in B2B, and How feedback can predict churn. Click here to watch the discussion in its entirety, but if you can’t spare the 25 minutes right now here are some of the highlights: 3:30 : Paul Piazza explains where to start. 10:07 : What to do with items outside your span of control. 22:10 Driving up response rates.

Customer Success 40

Customer Success Company Customer Experience NPS 40

Waypoint Group

JUNE 19, 2019

We have just published a new whitepaper for folks driving Customer Success in B2B firms and seeking to proactively engage the right customer-contacts in the right way at the right time to obtain the right insights.

Engagement 40

Engagement B2B ROI Customer Retention 40

Waypoint Group

MAY 23, 2018

So what metrics are good indicators of strengthened customer relationships? Now the process is easy: Engage the right contacts with an open mind. Consider using a B2B-centric customer feedback tool such as TopBox to be able to collect and visualize the health of the account in a scalable way.

Measurement 40

Measurement Customer Success Metrics B2B 40

Waypoint Group

JUNE 13, 2018

It’s not that driving better customer experiences (CX) is a bad thing; it’s that there could be a higher calling for CSMs, if customers have an appetite for it. you should assume these customers have an appetite for it, but again you best make sure you know the answer). One more hint: Voice-of-customer <> NPS!

Customer Success 40

Customer Success ROI Voice of Customer Resources 40

Waypoint Group

JUNE 30, 2022

In B2B Marketing you must ACTIVATE your advocates. Do we have the right target markets, or is course-correction in order? What’s the strategic balance, i.e. What improvements will increase Advocacy Rate and is that a higher priority than developing more new features/capabilities? It’s YOUR job to put them to work.

NPS 52

NPS Course Conference Metrics 52

Waypoint Group

SEPTEMBER 4, 2019

Dennis’s team had begun only a couple of months earlier employing a system of active listening through the use of surveys at key intervals in their relationship with customers.

Examples 40

Examples Net Promoter Score Feedback Survey 40

SurveySensum

JULY 14, 2020

Currently, he is serving as the Director of Customer Success at Kustomer and an Advisor at The Success League. He specializes in customer success, customer experience, SaaS start-ups, B2B & B2C marketing strategy, and e-commerce. Blake Morgan – Customer Experience Futurist, Keynote Speaker, Author.

Customer Experience 132

Customer Experience Consulting Multi-Channel Leadership 132