Customer Success is a powerful growth driver. Sure, in the early days when you’re putting out the fires of churn, Customer Success seems less like a growth driver and more like a stop shrinking driver. But once you move past churn busting – or if you avoid that altogether by being smart about customer acquisition […]
Archives for November 2015
Reasonable SaaS Free Trial Conversion Rate
Article by Lincoln Murphy
What’s a reasonable conversion rate from free trial to a paid customer? I get some form of this question from time to time and I’ve answered it several times over the years. Well, I got it again so it’s time to revisit this very simple question. As with most “simple questions” the question is easy to […]
Acceptable Churn Rate for Small Accounts
Article by Lincoln Murphy
What drives a company to focus on Customer Success is changing. In the past, churn (or retention, depending upon how you look at things) was generally the catalyst. Once churn is under control, the catalyst changes to expansion; driving use, consumption, and revenue within existing accounts. And these days, startups are building Customer Success into […]
Success is Uncomfortable
Article by Lincoln Murphy
I’ve talked before about holding customers accountable and how customer success isn’t about making customers happy. Sometimes you have to push customers out of their comfort zone and – if you’ll allow me to channel my inner Tony Robbins -progress is rarely made within our comfort zone That means moving toward success – whether for […]
The Risk (and Opportunity) in Stealing Customers
Article by Lincoln Murphy
Picture it, São Paulo, Brazil, October 2015. After one of the sales and customer success workshops I did, a few of us went out for a snack – fried polenta sticks – and to talk shop… and the idea of Success Gaps came up. In particular, we talked about prospects that experienced Success Gaps with your competitor’s […]
