8 Actionable Ways to Make Your Customer’s Success Milestones Product-Oriented

8 Actionable Ways to Make Your Customer’s Success Milestones Product-Oriented_1

According to a 2020 Walker study, 86% of buyers will pay more for a better customer experience.

Customer experience is a key brand differentiator, and getting it right can determine the difference between success and failure.

In this Process Street article, we examine a customer-centric approach and explain how you can use it to be more product-oriented. That is, you’ll learn how to focus on the customer’s experience when using your product.

Taking a product-oriented approach to provide a great customer experience will set you apart from your competition, and give you the edge you need to succeed.

You need to be thinking about your customer and how they interact with your product to draw appropriate customer success milestones. Following the 8 steps in this article will help you do that.

By the end of this article, you’ll have customer-success milestones that act as a guide for the delivery of an exceptional in-product user experience.

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There’s a New Way CS Leaders Should Measure Value Generated

There's a New Way CS Leaders Should Measure Value Generated-01

According to Deloitte Insights, advances in technology are changing the business landscape and they are calling this a digital disruption. This is altering customer expectations and demands, presenting critical challenges for customer success teams globally.

To successfully ride this wave of change, Deloitte – and us here at Process Street – believe businesses should rethink how they are measuring value delivered to the customer. The aim is to ensure these measurements are customer-centric to refine CS activities and enhance the customer’s experience.

Think of it as a customer success evolution in response to digital disruption.

This CS transformation has the potential to bolster positive referrals by 83%, lower costs by 20%, and increase customer lifetime value by x1.6.

What have you got to lose?

In this article, you’ll learn how to apply a customer-centric means of measuring customer value generated for your organization. I’ve split the process down into three steps based on the Customer-Centric Digital Transformation report by Deloitte.

With that said, let’s jump straight to it!
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5 Tips to Make Your Customer Success Vectors Actual Vectors (KSIs Not KPIs)

5 Tips to Make Your Customer Success Vectors Actual Vectors (KSI Not KPI)vector-01

79% of marketers state customer experience strategies need to focus on customer retention. Yet, according to McKinsey and Company, there’s too much focus on churn reduction with a lack of consideration on what the customer wants.

When thinking about common metrics used in customer success – e.g. customer health scores – these are in-the-moment snapshots designed to communicate the likelihood of churn. They do not consider what it is the customer wants to achieve and whether they are on track to achieve this. To do this, you need customer success vectors.

A customer success vector gives the here-to-here journey a customer has with you, detailing where they are at today, where they will be tomorrow, and where they want to go.

In this Process Street article, I’ll explain what a customer success vector is, and why you need to supplement your customer experience metrics with vector measurements. You’ll learn how to ensure your customer success vectors are actual vectors with my 5 top tips. By the end of this article, you’ll be able to leverage success vector results to drive growth from the customer’s perspective, and consequently, from the perspective of your bottom line.

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