Thought Leadership.

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How to Manage a Customer Success Transformation

How to Manage a Customer Success Transformation

In my last article, “How to Trigger Customer Success Transformation,” I described how to spark the enterprise-wide change needed to...
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how-to-develop-better-skills-for-cs

How to Develop Better Skills for Customer Success Managers During the Economic Downturn

According to The Washington Post, “The U.S. economy could be heading for a recession in the next year.”...
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Monetizing Customer Success: A Primer

Monetizing Customer Success: A Primer

By: John Ragsdale  John Ragsdale is the distinguished Vice President of technology research for the Technology Services &...
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Why Customer Retention is So Critical Post COVID

Why Customer Retention is So Critical in the Post-COVID World

COVID-19 created a hard reset for many businesses. After over two years of hesitation to purchase new products,...
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How to Create a Sales Compensation Model That Drives Upsell and Cross-Sell Opportunities

How to Create a Sales Compensation Model That Drives Upsell and Cross-Sell Opportunities

Imagine joining a sales organization and your colleagues are, more or less, only doing the bare minimum to...
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5 Best Practices to Migrate On-Prem Customer to SaaS

5 Best Practices to Migrate On-Prem Customer to SaaS

By: John Ragsdale  John Ragsdale is the distinguished Vice President of technology research for the Technology Services &...
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A Year in Review: Top B2B Sales Challenges and Opportunities of 2021

A Year in Review: Top B2B Sales Challenges and Opportunities of 2021

The last couple of years have been tumultuous (to say the least) for every business. The COVID-19 crisis...
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Customer Success
10 Operational Headaches That ServiceSource Can Solve For Your Business

10 Operational Headaches That ServiceSource Can Solve For Your Business

Is your sales organization still on the fence about outsourcing? We put together a list of 10 operational headaches...
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Guest Post: John Ragsdale

Approaches to Creating Accurate, Actionable Customer Health Scores

John Ragsdale is the distinguished vice president of technology research for the Technology Services & Industry Association (TSIA). John’s...
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How to Establish and Mature Your SaaS/XaaS Transformation from Crawl to Run – and Beyond

How to Establish and Mature Your SaaS/XaaS Transformation from Crawl to Run – and Beyond

Even though the Fourth Industrial Revolution is here, only around 20% of executives feel prepared to adjust their business models. Completing...
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