Customer Valuecast

Valuize

Leading an organization to success requires a relentless focus on your most important stakeholder: the customer. Ross Fulton, Valuize CEO + Founder, interviews trailblazing recurring revenue leaders that are transforming the future of B2B value selling and success. Each episode contains powerful insights that will help your business create more value for your customers and maximize Net Dollar Retention as a result.

  1. HubSpot’s Jeetu Mahtani On How HubSpot Built And Implemented A Value-Based Customer Engagement Model

    07/20/2023

    HubSpot’s Jeetu Mahtani On How HubSpot Built And Implemented A Value-Based Customer Engagement Model

    Recurring revenue leaders realize that shifting from a reactive legacy engagement model to a predictive and prescriptive approach is the key to driving unparalleled customer value realization. This is exactly what HubSpot did. In the latest episode of the Customer Valuecast, Jeetu Mahtani, EVP, Customer Success at HubSpot, shares HubSpot’s journey to building a value-focused customer engagement model and how you can do the same in your organization by leveraging the right team, technology and data. ----------- Visit Valuize.co to: - Design an impactful digital-led approach to driving customer success - Maximize customer intelligence by reducing your team's cognitive load - Boost your customer journeys with cutting-edge digital strategies

    32 min
  2. Siemens' Samrat Tandon On Supercharging Net Dollar Retention With Customer Success Qualified Leads

    06/08/2023

    Siemens' Samrat Tandon On Supercharging Net Dollar Retention With Customer Success Qualified Leads

    Driving Net Dollar Retention is an enterprise-wide strategy and the secret weapon in driving revenue expansion from customers is your Customer Success organization and their ability to generate Customer Success Qualified Leads (CSQLs). But, tying CS to your company’s strategic growth and revenue can be tricky to maneuver. It requires clear processes, tailored training, clear incentivization structures and a steadfast commitment to delivering optimal customer value. In this episode of the Customer Valuecast podcast, host Ross Fulton chats with Samrat Tandon, Global VP Customer Success at Siemens, about the incredible value of investing in Customer Success Qualified Leads and how you can create the workflows, incentives and rules of engagement necessary to making this program a success. On This Episode, You’ll Learn: The benefits and impact of integrating a CSQL motion into the overall NDR motion The rules of engagement, workflows and incentives that you must put in place to make this integration and collaboration between Sales and Customer Success a success Tips and best practices for leaders looking to launch and implement a new CSQL motion or improve their existing CSQL program ---------- Visit Valuize.co for more cutting-edge resources and discover: An Innovative Approach to Improving NDR How to Unite Pre-Sales & Post-Sales Around Value Selling and Success How to Start, Staff and Scale Your Digital Customer Engagement Model

    30 min
  3. ChurnZero's Allison Tiscornia On Maximizing Net Dollar Retention By Assigning Customer Success With Revenue Accountability

    05/11/2023

    ChurnZero's Allison Tiscornia On Maximizing Net Dollar Retention By Assigning Customer Success With Revenue Accountability

    Revenue accountability is one of the most hotly-debated and divisive topics in the recurring revenue world. While traditionally, deeply-entrenched silos have excluded Customer Success from the revenue conversation, more and more organizations are seeing the strategic value in assigning CS with some revenue responsibility. In this episode, host Ross Fulton chats with Allison Tiscornia, CCO at ChurnZero, to share why excluding your Customer Success team from revenue accountability may be hindering your ability to maximize Net Dollar Retention and how you can equip your CS organization with the skills and competencies they need to succeed with this accountability. ----------- Learn more and visit Valuize.co to: - Evolve your revenue ecosystem with a CRO’s perspective on the biggest opportunities for unparalleled NRR - Unite ⁠pre-sales & post-sales around value selling and success - Discover the What, Why & How of Net Dollar Retention, your most important success metric

    34 min
  4. Rockwell Automation's Angel Rogers On How To Structure Compensation For Customer Success in 2023

    04/20/2023

    Rockwell Automation's Angel Rogers On How To Structure Compensation For Customer Success in 2023

    In the current economic climate, Customer Success compensation is a critical strategy to get right for recurring revenue organizations. Leaders must evolve their compensation structure in order to move Customer Success from a cost center to a direct measurable revenue contributor and meet the increasingly complex demands of the C-Suite. But, with a myriad of options, business goals and market factors to consider, how do you choose a compensation structure that is right for your Customer Success team? In this episode, Angel Rogers, Head of Global Customer Success at Rockwell Automation, explores the factors that are driving the evolution of CS compensation and shares her expertise on how to build a compensation plan that properly rewards your team and yields meaningful and measurable value for your business.

    35 min
  5. Sturdy's Steve Hazelton On AI: The Next Frontier of Customer Success

    04/06/2023

    Sturdy's Steve Hazelton On AI: The Next Frontier of Customer Success

    Artificial intelligence (AI) is evolving the Customer Success domain at a staggering rate and revolutionizing how B2B businesses operate their customer lifecycle. With the wave of recent developments, AI has moved beyond providing customer insights to now shaping product development, business processes and customer engagement. In this episode, host Ross Fulton chats with Steve Hazelton, CEO & Co-Founder at Sturdy, about his thoughts on the challenges and opportunities of AI for B2B leaders and how you can leverage this technology to increase efficiency, enhance decision making and drive optimal customer value. For more cutting-edge insights, visit Valuize's resource library.

    34 min
  6. Kari Ardalan On The Digital Future Of Customer Success

    03/09/2023

    Kari Ardalan On The Digital Future Of Customer Success

    The acceleration of digital customer success is being driven by the efficiency and scale needs of the business as well as the changing and increasingly demanding expectations of the modern customer. As organizations strive to meet these demands and boost operational efficiency across the customer journey, the CS function, roles and responsibilities are becoming increasingly more nuanced. While the existence of digital elements in the CS strategy of companies is not new, we’re now seeing the emergence of dedicated Digital CS teams with their own roadmaps, strategies, operations and technologies. In this episode, host Ross Fulton chats with Kari Ardalan, Global Head of Digital and Scale Success, about her experience building a digital CS function and how you can achieve operational efficiency with the power of digital customer success strategies.

    29 min

  7. 12/16/2022

    Valuize's Emily Ryan & Anthony D'Auria On The Future Of Customer Success In 2023 And Beyond

    Driving best-in-class yet efficient Net Dollar Retention Is proving more challenging for every recurring revenue enterprise. A tumultuous economic climate, organizational silos and heightened expectations from both customers and leaders mean that Customer Success is under unprecedented pressure to perform. How did 2022 shape where the industry is today and what should you plan for in 2023? In this episode, host Ross Fulton chats with Valuize's Chief Client Officer, Emily Ryan, and Industry Principal, Anthony D'Auria, about their biggest takeaways and key learnings from 2022 and the major trends shaping the future of Customer Success.

    43 min
  8. Digital Realty's Mark Reynolds On Optimizing Net Dollar Retention When Dealing With Multi-Year Agreements

    12/01/2022

    Digital Realty's Mark Reynolds On Optimizing Net Dollar Retention When Dealing With Multi-Year Agreements

    Many companies make the mistake of indulging in the thinking that multi-year subscription contracts can be won and then forgotten about until much closer to the renewal date that is years away. With multi-year agreements, the need for a clear and precise process for the definition, delivery and verification of customer value is paramount. In this episode, host Ross Fulton chats with Mark Reynolds, Senior Vice President, Global Customer Operations at Digital Realty, for his expertise on how to define, deliver and verify customer value when your contracts span multiple years. --- To accelerate customer value realization in your organization: Learn how you can integrate your customer lifecycle to accelerate value realization and best-in-class NDR Discover the 6 key disciplines to mastering customer value realization Learn 5 proven steps to aligning Sales & Customer Success and value selling and success Visit Valuize.co for our full library of cutting-edge customer lifecycle resources.

    32 min
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About

Leading an organization to success requires a relentless focus on your most important stakeholder: the customer. Ross Fulton, Valuize CEO + Founder, interviews trailblazing recurring revenue leaders that are transforming the future of B2B value selling and success. Each episode contains powerful insights that will help your business create more value for your customers and maximize Net Dollar Retention as a result.

Information

  • Creator
    Valuize
  • Years Active
    2021 - 2023
  • Episodes
    29
  • Rating
    Explicit
  • Copyright
    © Valuize
  • Show Website
    Customer Valuecast