Investors have pulled back on early stage Software-as-a-Service (SaaS) investment in 2016, according to the Wall Street Journal. Mutual funds are big players in the IPO market, and downgrading their holdings of Silicon Valley darlings has chilled the VC market. … Continued
Dopamine yields dollars “So that’s what happened. When Microsoft pushed their latest Windows update, they shut off a service the printer uses to communicate over the wireless link.” The Hewlett-Packard support rep then clicked on the utility and turned it … Continued
Same change, different industry Last week, Totango discussed Customer Retention Cost (CRC) at their annual Customer Success Summit in San Francisco. Their new measure helps SaaS companies compare the costs of battling churn and growing installed base revenue. The metric, … Continued
You contact a company trying to get a problem solved and you find yourself passed between multiple departments. While people are sympathetic, their response is, “It’s not my job.” Despite multiple voice mails and e-mails, you get nowhere. Your issue … Continued
Use a p-chart to properly monitor shifts in customer churn Let’s say you run a Customer Success team and your manager asks you to perform cohort analysis in order to better understand customer churn behaviors. Your customers renew on a … Continued
Three changes to your annual customer satisfaction survey can better focus your improvement initiatives Many organizations conduct comprehensive customer satisfaction surveys this time of year in preparation for their annual planning exercises. Surveys aid decision making for process improvement initiatives … Continued
“It’s just how we do things around here.” I still recall the conversation between the Hewlett-Packard worker and the Tellabs manufacturing VP. It was 1993, and we were on trip to HP’s Loveland Manufacturing Center, a key production facility in … Continued
Planning is easy. Execution is hard. How can a monthly meeting keep an organization persistently on track to achieve its goals? Nobody likes meetings, including me. People perceive them as time-wasters. Many have gone to “no PowerPoint” talks, got rid … Continued