38 min
Growing Your Company Smartly Through Customer Success with Firaas Rashid at Hook Leaders of B2B Podcast - Interviews on Business Leadership, B2B Sales, B2B Marketing and Revenue Growth
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- Management
Firaas Rashid, Founder and CEO at Hook shares his insight on the value of customer success in B2B software. Customer success is a function that works directly with active customers after they’ve signed on. The role of customer success varies across different companies and according to their strategies. Rashid simplifies his outlook on customer success, he sees it as continuing to provide customers with the value of their purchase. This can come in the form of onboarding, service delivery, or being a consultant to the customer so they maximize the software features for their business.
The customer success team can minimize customer attrition and upsell additional features or services that are a strategic match for the customer. Rashid identifies the following three models for customer success in generating revenue:
1) Customer success owns the renewal and upsell
2) Customer success owns the value but not the renewal
3) Customer success takes care of everything up to the commercials
Rashid thinks that CS teams need to be viewed as revenue teams as this highlights their importance in the business. This also comes behind the increased significance of net retention as a business metric. Companies that have a higher net retention score have higher valuations. With tight competition and increased CAC, keeping and growing customers is gold.
Rashid also shares a key lesson from his startup journey. One of the first exercises a startup goes through is branding. This is usually centered around the company vision and its customers. Rashid added something unique. He created the brand to also align with the type of talent he wanted to attract.
Business leaders looking to enhance their growth and revenue strategies can take a page out of Rashid’s customer success playbook and learn how to push up the net retention metric.
LinkedIn - https://www.linkedin.com/in/firaasrashid/Website - https://hook.co/Sasstr Europa 2022 - https://www.saastreuropa2022.com/This episode is brought to you by Content Allies.
Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.
We schedule interviews with your ideal prospects and strategic partners so that you can build relationships & grow your business.
You show up and have conversations, we handle everything else. Learn more at ContentAllies.com
This episode is brought to you by Remote.
Remote working is now becoming the standard of great employment in today’s world.
If you want to embark on this transformation but don’t know how, Remote can help you. Remote offers the best HR solutions like benefits and payroll anywhere on the globe.
Get 50% off Remote’s full suite of global business solutions for your first employee for 3 months. Visit remote.com/leaders and use the promo code LEADERS.
Firaas Rashid, Founder and CEO at Hook shares his insight on the value of customer success in B2B software. Customer success is a function that works directly with active customers after they’ve signed on. The role of customer success varies across different companies and according to their strategies. Rashid simplifies his outlook on customer success, he sees it as continuing to provide customers with the value of their purchase. This can come in the form of onboarding, service delivery, or being a consultant to the customer so they maximize the software features for their business.
The customer success team can minimize customer attrition and upsell additional features or services that are a strategic match for the customer. Rashid identifies the following three models for customer success in generating revenue:
1) Customer success owns the renewal and upsell
2) Customer success owns the value but not the renewal
3) Customer success takes care of everything up to the commercials
Rashid thinks that CS teams need to be viewed as revenue teams as this highlights their importance in the business. This also comes behind the increased significance of net retention as a business metric. Companies that have a higher net retention score have higher valuations. With tight competition and increased CAC, keeping and growing customers is gold.
Rashid also shares a key lesson from his startup journey. One of the first exercises a startup goes through is branding. This is usually centered around the company vision and its customers. Rashid added something unique. He created the brand to also align with the type of talent he wanted to attract.
Business leaders looking to enhance their growth and revenue strategies can take a page out of Rashid’s customer success playbook and learn how to push up the net retention metric.
LinkedIn - https://www.linkedin.com/in/firaasrashid/Website - https://hook.co/Sasstr Europa 2022 - https://www.saastreuropa2022.com/This episode is brought to you by Content Allies.
Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.
We schedule interviews with your ideal prospects and strategic partners so that you can build relationships & grow your business.
You show up and have conversations, we handle everything else. Learn more at ContentAllies.com
This episode is brought to you by Remote.
Remote working is now becoming the standard of great employment in today’s world.
If you want to embark on this transformation but don’t know how, Remote can help you. Remote offers the best HR solutions like benefits and payroll anywhere on the globe.
Get 50% off Remote’s full suite of global business solutions for your first employee for 3 months. Visit remote.com/leaders and use the promo code LEADERS.
38 min