articles

Why Exactly Did Your Customer Churn?

By |2019-02-11T03:24:08+00:00February 1st, 2019|articles, Uncategorized|

It’s the Slack message dreaded by all revenue and customer leaders in B2B SaaS: “Customer X is not renewing” You have teams being proactive, executing what you have defined as your ‘customer success strategy’ and measuring, perhaps even predicting, customer health and churn risk. Yet, it hasn’t worked this time. The customer is cancelling. Ok, [...]

Applying Lean Management to Customer Success

By |2019-01-17T18:37:39+00:00January 17th, 2019|articles|

Will buying sales software give your B2B SaaS company a great sales strategy? No. It won’t. Most sales leaders know this. Great sales software will operationalize a great sales strategy. It will enable the strategy to be executed and managed efficiently, effectively and, sure, maybe improve it. That’s why sales leaders buy sales software. Yet, [...]

The Role of Pre-Sales in Customer Success – Part 2

By |2019-01-12T21:49:39+00:00December 4th, 2018|articles|

Customer Success Starts with Pre-Sales In Part 2 of this 2-part series, Mergeable’s CEO, Edward Czech and Valuize Consulting’s CEO, Ross Fulton explain why pre-sales is critical to any company with a customer success strategy. Here, we’ll provide you with  tactical tips and insight that you can implement and use to run an effective customer [...]

The Role of Pre-Sales in Customer Success (Part 1)

By |2019-01-13T00:06:02+00:00November 14th, 2018|articles|

The Role of Pre-Sales in Customer Success (Part 1) The following piece is a collaboration between Mergeable’s CEO, Edward Czech, and Valuize Consulting’s CEO, Ross Fulton. In Part 1 they dig into the role of pre-sales to determine if they’re being overlooked in the age of Customer Success. Part 2 will be dedicated to providing [...]

Valuize Consulting Welcomes Chief Outcomes Officer To The Team

By |2019-01-12T21:52:22+00:00October 5th, 2018|articles|

Valuize Consulting announced today that Jean Nairon has joined the firm as Chief Outcomes Officer (COO) to help lead the firm through its next growth phase. Jean Nairon brings extensive experience and expertise in strategizing and operationalizing B2B SaaS growth and customer strategy, processes, and technology. His career spans building and leading Customer Success strategy [...]

Ask Your Prospects To Give In Order To Get Value

By |2019-01-12T21:52:51+00:00May 23rd, 2018|articles|

This is the third article in my 5 part series (introduced here). The series focuses on how your B2B SaaS business can increase revenue retention and expansion by integrating your Customer Success strategy with your Sales strategy. I'm a big advocate of the 'Give to Get' concept in Sales: Asking prospects in a sales cycle to [...]

How To Focus Your SaaS Pipeline On Potential Successful Customers Not Just Buyers

By |2019-01-12T21:54:27+00:00March 21st, 2018|articles|

  This is the second article in my 5 part series (introduced here). The series focuses on how your B2B SaaS business can increase revenue retention and expansion through your customer acquisition strategy. In short, I'm explaining how to align your Customer Success strategy with your Sales strategy. In the last article, we reviewed the why [...]

Stop Pitching SaaS Products and Start Prescribing Outcomes

By |2019-01-12T21:54:37+00:00March 8th, 2018|articles|

  This is the first in a 5 part series introduced here. The series is focused on how to increase revenue retention and expansion through your customer acquisition (Sales) strategy. Put another way, this series will explain how to align your Customer Success strategy with your Sales strategy. So let's begin with how to Prescribe Value-Based [...]

5 Ways to Increase SaaS Revenue Retention and Expansion through your Sales Strategy

By |2019-01-12T21:54:47+00:00March 8th, 2018|articles|

To create and sustain a growing and profitable B2B SaaS business you need a powerful revenue retention and expansion engine at its heart. As with all powerful and reliable engines, your revenue retention and expansion engine must be constructed with components that fit seamlessly together. This will set your business on cruise control towards positive [...]

5 Keys to Unlocking Negative Churn in B2B SaaS

By |2019-01-12T21:54:57+00:00February 21st, 2018|articles|

Churn, retention, retained revenue, gross, negative, expansion… ...in 2018 the SaaS gods will surely create at least 5 more terms for the concepts of keeping and growing recurring revenue from an existing customer base. Whatever you may call it, as a growth-stage (or beyond) B2B SaaS leader how to achieve negative churn is what should [...]