The conversation delves into the concept of customer success and its direct correlation with business expansion. It emphasizes the importance of understanding customer journeys and creating structured paths for customers to achieve success, which in turn leads to increased consumption of services or products. The discussion highlights the need for businesses to recognize progress milestones in the customer lifecycle and to orchestrate opportunities for expansion proactively.
Takeaways
- Expansion is a natural progression for successful customers.
- Customer success is defined by the success of the customers themselves.
- Building an Ascension path can enhance customer journeys.
- Recognizing progress milestones can lead to expansion opportunities.
- Orchestrating customer experiences ahead of time is essential.
- Offering additional services at milestones can increase consumption.
- Understanding customer needs is crucial for business growth.
- A structured approach to customer success can drive revenue.
- Proactive engagement with customers fosters loyalty and retention.
- Customer journeys should be mapped to identify growth opportunities.
Contents
- 00:00 – Welcome to SaaS Therapy & Lincoln Murphy Intro
- 02:10 – Why Expansion Should Be a Natural Outcome of Customer Success
- 06:11 – Control the Controllables & Eating Customer Complexity with AI
- 14:26 – Who Should Lead Upsell: CS vs Direct Sales
- 17:50 – Enterprise vs SMB: Where to Start Your Expansion Motion
- 19:48 – “Upsell Will Ruin My Relationships” (And Why That’s Wrong)
- 23:49 – $20K AI Bill Story & The Danger of Wrong-Time Upsells
- 33:14 – Two Big Misconceptions About Expansion Programs
- 41:55 – Homework: Map Progress Milestones & Use AI to Accelerate Them
Resources
Connect with Casey
Connect with Todd
Visit the show page
Get to know BrainStorm
Credits
Show direction: Debra Wilson
Show design: Kensie Smith
Show manager: Jenna Mollinet
