SaaStock 2016 Keynote: Win by Design, Not by Chance: Customer Success as a Growth Engine by Lincoln Murphy

•

0 recomendaciones•1,185 vistas

On September 22, 2016 in Dublin, Ireland, Lincoln Murphy gave a keynote presentation called Win by Design, Not by Chance: Customer Success as a Growth Engine. The presentation covers everything from what Customer Success is to how it impacts company valuation. From Onboarding to ongoing engagement, and from sales to land-and-expand, this presentation was designed to introduce the audience to Customer Success-driven Growth.

Empresariales

Win by Design, Not by Chance
Hello, my name is Lincoln Murphy
I’m excited to be presenting to
@LincolnMurphy

Stay longer
Buy More
Expand Internally
Advocate Externally
@lincolnmurphy

Grow BECAUSE of
your eﬀort, not  
IN SPITE of it

Desired Outcome
Customer Success is when customers achieve their
interactions
through with your
companytheir
“
” -  Lincoln Murphy
@lincolnmurphy

EXPANSION comes
from the Customer’s
SUCCESS

…their relationship
with us should
EVOLVE and GROW

Customer Success is NOT…
•  Just a Department
•  Customer Support
•  Account
Management
•  Happiness or
Delight
•  Churn Mitigation
•  Saving Customers
•  “Checking in" with
customers
•  Customer hand
holding

Customer Success Management
is the Orchestration, Operationalization,
Instrumentation, and Intervention
designed to ensure customers achieve
their ever-evolving Desired Outcome.
“
” -  Lincoln Murphy
@lincolnmurphy

Customer
Success
Management
@lincolnmurphy

Your Success is
meeting your
REVENUE
FORECAST

Their SUCCESS is
achieving their
Desired Outcome

Our success is
DIRECTLY tied to
their success

Customer Success Directly
Impacts Company
VALUATION

Revenue x Multiplier = Value
Company Valuation

Revenue x Multiplier = Value
o There’s
more!
Company Valuation

Revenue x Multiplier = Value
o  Customer Lifetime Value (LTV)
o  Customer Acquisition Cost (CAC)
o  Net Revenue Retention (NRR)
o  Total Addressable Market
o  Talent Acquisition
o There’s
more!
@lincolnmurphy
Company Valuation

Year 1 Year 2 Year 3 Year 4 Year 5
80%
20%
Customer Lifetime Value
@lincolnmurphy

Year 1 Year 2 Year 3 Year 4 Year 5
> 95%
< 5%
Customer Lifetime Value
@lincolnmurphy

Customer Lifetime Value
Year 1 Year 2 Year 3 Year 4 Year 5
> 98%
< 2%
Year 6
@lincolnmurphy

Resource Allocation
Year 1 Year 2 Year 3 Year 4 Year 5
> 98%
< 2%
Year 6
@lincolnmurphy

“The seeds !
of churn are !
planted early” !
– Lincoln Murphy!
@lincolnmurphy!

Acquire
customers with 
Success
POTENTIAL

Technical
Fit
Functional
Fit
Competence
Fit
Experience
Fit
Cultural
Fit
@lincolnmurphy

POWER 
is the capacity to
alter the state of
others

You EXIST to
alter the state of
your customers

“What go
around come
around, kid.”
– Cypress Hill

How do you make
your customers
POWERFUL?

Required
Outcome
Appropriate
Experience
Desired Outcome
What your
customer
needs to
achieve
How they
need to
achieve it@lincolnmurphy

Customer
Characteris9cs
Method
Customer
(segment)
Desired Outcome
@lincolnmurphy
Required
Outcome
Appropriate
Experience

Air Travel
Desired Outcome – Air Travel
@lincolnmurphy
Point
A è B
Safely &
Quickly

Needs to
work, no
9me to eat
Air Travel
Desired Outcome – Air Travel
@lincolnmurphy
Point
A è B
Safely &
Quickly
Assigned
sea9ng, WiFi,
Food service,
leg room
Business
Traveler

Save money,
enjoy
des9na9on
Air Travel
Desired Outcome – Air Travel
@lincolnmurphy
Point
A è B
Safely &
Quickly
Cheap fares,
snacks &
drinks
Family
Going on
Vaca9on

Churn is the
SYMPTOM of an
Underlying Disease

Without Customer Success
•  Stagnating Customers
•  Customer Churn
•  Revenue Churn
•  Reputation Suﬀers
•  TAM shrinks
•  Sales Friction Increases
•  Sales Cycles Extend
•  CAC Increases
•  Talent Acquisition
Suﬀers
•  Company Value Drops
@lincolnmurphy

With Customer Success
•  Expanding Customers
•  Net Revenue Retention
•  Great Reputation
•  TAM Increases
•  Sales Friction
Decreases
•  Sales Cycles Shorten
•  CAC Eﬃciency
•  Talent Acquisition
Improves
•  Company Value
INCREASES
@lincolnmurphy

Thank You! 
@lincolnmurphy
lincoln@lincolnmurphy.com

Awesome! Thanks for your attention.
Learn more about me at http://sixteenventures.com
And contact me via lincoln@lincolnmurphy.com
@LincolnMurphy
Win by Design, Not by Chance

Más contenido relacionado

La actualidad más candente

Lincoln Murphy's Scaling Customer Success in NYC

Lincoln Murphy

On March 8, 2017 in San Francisco, California at the inagural Revenue Summit 2017, Lincoln Murphy gave the opening keynote on Day 2, kicking off the day with Customer Success-driven shot in the arm. Customer Success-driven Growth is growth – upsells, cross-sells, customer advocacy, viral expansion, etc. – that occurs as part of the customer’s evolution and success. As customers succeed and evolve, their relationship with you should evolve and grow as well.

Revenue Summit 2017 - Put Your Customers In the Drivers Seat and Go Full Thro...

Lincoln Murphy

Lincoln Murphy - Endeavor - August 2017 - The Ultimate Growth Engine: Using C...

Lincoln Murphy

Originally presented on March 1, 2017, in San Francisco, California at Salesforce as part of a PulseLocal Silicon Valley event. THE KEY ELEMENTS OF CUSTOMER SUCCESS Lincoln Murphy is the co-author of "Customer Success: How Innovative Companies Are Reducing Churn and Growing Recurring Revenue" written with Nick Mehta and Dan Steinman. IIn his keynote presentation at PulseLocal SV in San Francisco on March 1, 2017, Lincoln will outline the Key Elements of Customer Success - including Success Potential, Desired Outcome, Success Milestones, Joint Accountabilities - and how these often overlooked foundational aspects of Customer Success are the keys to unlocking success not just for your customers, but for your company. Since 2006, Lincoln Murphy directly helped 400+ SaaS companies accelerate their growth by optimizing the Customer Lifecycle, from customer acquisition to retention to account expansion and advocacy.

Partner Programs and Customer Success-driven Growth

Lincoln Murphy

Sales Hacker Conference San Francisco - Gabe Luna-Ostaseski - 7 Daily Startup...

Sales Hacker

Fanatical Customer Success - Customer Success-driven Growth Overview at Brazi...

Lincoln Murphy

Sales Hacker Conference San Francisco - Lincoln Murphy - Customer Success as ...

Sales Hacker

Take the Power Back - The Power of Customer Success - #FlipMyFunnel Festival ...

Lincoln Murphy

Your Annual Marketing Department Toolkit

Brad Lloyd

Calls to action

Iron Cove Solutions

Top 20 customer success quotes

SmartKarrot

Sales The New Need Of Life

Vishal Wadekar

NYC Retail Tour - Growth Strategies Workshop

Shopify

How to Create Buyer Personas and Do Customer Discovery

ME Consulting

Account Based Marketing, Your Road To Success

Siska Bossuyt

HOW TO CREATE A WINNING SALES FUNNEL [INFOGRAPHIC]

StuartJDavidson.com

New Business Breakthroughs

Brad Lloyd

Kelli Frias: 7 Deadly Automated Marketing Sins

Kelli Frias

Forrester e-Business analyst Andy Hoar projects that 1 million B2B sales reps will be replaced by digital channels by 2020. This session will demonstrate a practical example of B2B sales process automation using Kentico EMS. We’ll cover key digital strategy tenets like customer segmentation, offering positioning and user journey development. We’ll demonstrate the execution of the digital strategy through IP-based company intelligence, persona development, campaign development, conversion set-up, lead scoring configuration, marketing automation and score-based lead integration into CRM system. You’ll walk away with an actionable roadmap for how to use Kentico EMS to automate your B2B sales process.

Using Kentico EMS to optimize the B2B sales process

James Williamson

Let's face it - sales technology is fun to talk about. Never before has sales been more technology-enabled than now. As the Funnelholic, we love talking sales tech which is why we HAD to have Matt Heinz, President of Heinz Marketing, lead the sales technology webinar. Matt is an analyst, an end user, and a consultant who seen it all and tried it all. He is always trying to find the tools that are not only cool (of course), but deliver real value, real efficiencies, and real ROI to sales people. He is also one of the most entertaining, engaging presenters in the world. In other words, you can't ask for more.

15 Must Have Sales Technologies

Craig Rosenberg

La actualidad más candente (20)

Lincoln Murphy's Scaling Customer Success in NYC

Revenue Summit 2017 - Put Your Customers In the Drivers Seat and Go Full Thro...

Lincoln Murphy - Endeavor - August 2017 - The Ultimate Growth Engine: Using C...

Partner Programs and Customer Success-driven Growth

Sales Hacker Conference San Francisco - Gabe Luna-Ostaseski - 7 Daily Startup...

Fanatical Customer Success - Customer Success-driven Growth Overview at Brazi...

Sales Hacker Conference San Francisco - Lincoln Murphy - Customer Success as ...

Take the Power Back - The Power of Customer Success - #FlipMyFunnel Festival ...

Your Annual Marketing Department Toolkit

Calls to action

Top 20 customer success quotes

Sales The New Need Of Life

NYC Retail Tour - Growth Strategies Workshop

How to Create Buyer Personas and Do Customer Discovery

Account Based Marketing, Your Road To Success

HOW TO CREATE A WINNING SALES FUNNEL [INFOGRAPHIC]

New Business Breakthroughs

Kelli Frias: 7 Deadly Automated Marketing Sins

Using Kentico EMS to optimize the B2B sales process

15 Must Have Sales Technologies

Destacado

These slides are from the October 20, 2016 keynote presentation of Email Marketing Summit Australia in Brisbane, Australia by Lincoln Murphy. When a prospect takes a chance on us and becomes a customer, it’s because they trust what we’ve told them. When a customer buys more because they received the value we promised, it’s because that trust is stronger. And when a customer tells their friends about us because we delivered what we said we would, that’s the ultimate in trust. Email, used correctly, has the potential to change your world, to change the world of your customers, and to create powerful, authentic human connections at scale. Lincoln’s Keynote will help you understand how to use email to create powerful, authentic human connections built around trust, enabling you to Acquire the best customers, engage those customers to deliver value, re-engage customers you let slip away, and create advocates in your business (and life!)

Engage! Creating Powerful Human Connections with Email - EMSA Australia Keynote

Lincoln Murphy

Customer Successsuccess-potential-the-foundation-of-customer-success starts with acquiring customers that have Success Potential. Customers that have Success Potential are said to be good-fit customers. This is the opposite of bad-fit customers that cannot get value from a relationship with us now or in the near future. A typical reaction to any type of action that appears to limit your market is the Fear of Missing Out (FOMO). So when I say that you should NOT do business with a customer that doesn't have Success Potential, FOMO is going to tell you that you should. FOMO is going to tell you that this is limiting YOUR potential, that it's lowering your Total Addressable Market (TAM). But FOMO is wrong and if you let it dictate how you run your business, you're wrong, too.

Success Potential: The Foundation of Customer Success

Lincoln Murphy

The Customer Success movement has taken the SaaS industry by storm, even requiring an updated SaaS Business Model definition. But what exactly is Customer Success? Is it an organizational mindset? Is it a corporate strategy? Is it a set of tactics designed to produce happy, successful customers that in turn creates success for you, the SaaS vendor? The answer is... all of the above. In this guide I've enumerated 17 key elements of Customer Success for SaaS companies. I hope it helps you reach your goals.

The Definitive Guide to Customer Success 2017

Lincoln Murphy

The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale. In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success. This presentation - Business of Customer Success: Investor and Board Perspective - is focused on how Customer Success must be thought of as much more than just a functional area of a SaaS or Subscription business. Nick Mehta, CEO of Gainsight, and Ajay Agarwal of Bain Capital Ventures, outlined what your board and leadership are looking for at a high-level and how Customer Success plays a significant role in reaching those goals. The reality of Software-as-a-Service (SaaS) is that Customer Success must be a tightly-coupled part of your overall business model, or long-term success is in jeopardy. This presentation shows you how to leverage Customer Success to put the odds back in your favor.

Business of Customer Success: Investor and Board Perspective

Gainsight

Customer Success Manifesto

Totango

CUSTOMER SUCCESS: PLAY TO WIN

Totango

Kicking Ass with Customer Success; The Ultimate Growth Hack for Startups

Lincoln Murphy

The Secret to Rapid Growth in Any Market: Take your company to the next level...

Lincoln Murphy

The Secret to Rapid Growth in Any Market: Take your company to the next level...

Lincoln Murphy

The Secret to Creating Deep, Meaningful, and Profitable Customer Engagement

Lincoln Murphy

Deliberate Growth Framework for Startups

Lincoln Murphy

The Secret to Rapid Growth in Any Market: Take your company to the next level...

Lincoln Murphy

SalesConf - Uncovering a Treasure Trove of Sales Opportunities using Customer...

Lincoln Murphy

Growth hacking the enterprise sale - San Francisco Enterprise Tech Meetup

Lincoln Murphy

Customer Success Maturity Model - Dave Blake, CEO, ClientSuccess

SaaStock

Destacado (15)

Engage! Creating Powerful Human Connections with Email - EMSA Australia Keynote

Success Potential: The Foundation of Customer Success

The Definitive Guide to Customer Success 2017

Business of Customer Success: Investor and Board Perspective

Customer Success Manifesto

CUSTOMER SUCCESS: PLAY TO WIN

Kicking Ass with Customer Success; The Ultimate Growth Hack for Startups

The Secret to Rapid Growth in Any Market: Take your company to the next level...

The Secret to Creating Deep, Meaningful, and Profitable Customer Engagement

Deliberate Growth Framework for Startups

The Secret to Rapid Growth in Any Market: Take your company to the next level...

SalesConf - Uncovering a Treasure Trove of Sales Opportunities using Customer...

Growth hacking the enterprise sale - San Francisco Enterprise Tech Meetup

Customer Success Maturity Model - Dave Blake, CEO, ClientSuccess

Similar a SaaStock 2016 Keynote: Win by Design, Not by Chance: Customer Success as a Growth Engine by Lincoln Murphy

Customer Success - You Have a Positioning Problem - Lincoln Murphy

Lincoln Murphy

Intro customer success with Lincoln Murphy

SaaSBootcamp

Humanizing your brand with marketing technology

Influitive

Customer Loyalty Comprehension Meaning and definition of customer loyalty, Significance of Customer Loyalty, Customer Loyalty Ladder, Loyalty Principles, Benefits of Customer Loyalty, Customer Loyalty and its relationship with customer satisfaction, Customer retention and Brand Loyalty, Factors affecting customer loyalty formation, Rai-Srivastava model of customer loyalty formation, Drivers of Customer Loyalty.

consumer behaviour Unit III

Lamay Sabir

Building Customer Inventory by Steve Cloward

Grow Utah Ventures

Why Good Service isn’t Good Enough: Shift Your Mindset- Before They Shift The...

Integrity Solutions

Sales lesson for start ups - 1

Munish Chawla

A marketing tune up-july29

LOGO Dynamics, Inc.

Building Prospect Relationships Through Inbound Nurturing

Ellie Mirman

How We "Surround Sell" at Influitive

Sales Hacker

New business breakthroughs

Brad Lloyd

http://jane-frankland.com Let's look at how to sell! If you're interested in how to get more clients, sell without selling and social media marketing, then this is for you. If you want to change the feast and famine lifecycle you regularly experience; modernize the way you sell and create just ONE system for client generation that you can use over and over again, instead of having to 'reinvent the wheel' each time you go to market then watch the presentation. In it I'll be sharing how you can: 1. CREATE: How to create a personalized Client and Lead Generation Plan that focuses on attracting your ideal clients, growing your email list and gearing you up to sell more. This will revolutionize your lead generation process and enable you to obtain security with your income. 2. ATTRACT: I'll share with you how you can free yourself from cold calling and endless networking events, and enable sales with speed, plus I'll give you a brand new "Social Media Quick Tip" that I've never shared on a free webinar yet. This one tip recently landed me a 7-figure client and is guaranteed to help you attract your ideal clients on any social media platform. 3. PROMOTE: Learn how to create a quick and easy "Social Media List Building Funnel" to grow your email list and in turn your sales. 4. SELL: Find out how to create posts, status updates and tweets to sell your programs, products and services via all the social channels. These are what I call your social media daily wins and you can be certain that you'll not feel in the slightest bit salezey whenever you use them. Thanks for watching!

How To Get Clients & Sell Without Selling (Social Selling)

Jane Frankland

Customer Success & The Value Stream Discovery Loop

Guita Gopalan

5 Secrets of Growth by Lincoln Murphy

Innovation Nest VC

New business-breakthroughs

Brad Lloyd

How to Use Social Currency to Identify Your Brand Influencers

Vivastream

The Longevity Gap with Hilary Corna - Scaling Up Petra and Impact Digital Sal...

Hilary Corna

Basecamp Stockholm - Tiffani Bova presentation

Salesforce - Sweden, Denmark, Norway

How to Modernize Your B2B Sales Approach to Drive Growth This presentation is available as a 60-minute Master Class. It's right for you if you’re a business owner and want to increase your revenue. ONLY attend if you want to understand how to modernize your sales methods to drive growth, better communicate with your buyers and leave your competitors squabbling over your leftovers. During the class we’ll be looking at how sales is transforming and why now is the time to use modern sales tools to gain an advantage. We’ll also be going through strategy and implementation, which most master classes don’t cover. By the end of this class I guarantee that you’ll be left hungry for more information and curious as to what more your missing! REGISTER for the master class on business development here: https://jane-frankland.leadpages.net/modern-selling-master-class/

How To Modernize Your Sales Approach To Drive Business Growth in Cyber Security

Jane Frankland

Pull marketing is the science of demand generation—of attracting interest in products and services that leads to sales. It means getting customers to seek out your product or service through an active, exploratory process. Pull marketing allows us to harness the power of influence, attraction and engineered serendipity. It enables us to achieve sales goals in less time, for fewer dollars, and with greater impact than ever before possible.

The Power of Pull Marketing

Dave Birckhead

Similar a SaaStock 2016 Keynote: Win by Design, Not by Chance: Customer Success as a Growth Engine by Lincoln Murphy (20)

Customer Success - You Have a Positioning Problem - Lincoln Murphy

Intro customer success with Lincoln Murphy

Humanizing your brand with marketing technology

consumer behaviour Unit III

Building Customer Inventory by Steve Cloward

Why Good Service isn’t Good Enough: Shift Your Mindset- Before They Shift The...

Sales lesson for start ups - 1

A marketing tune up-july29

Building Prospect Relationships Through Inbound Nurturing

How We "Surround Sell" at Influitive

New business breakthroughs

How To Get Clients & Sell Without Selling (Social Selling)

Customer Success & The Value Stream Discovery Loop

5 Secrets of Growth by Lincoln Murphy

New business-breakthroughs

How to Use Social Currency to Identify Your Brand Influencers

The Longevity Gap with Hilary Corna - Scaling Up Petra and Impact Digital Sal...

Basecamp Stockholm - Tiffani Bova presentation

How To Modernize Your Sales Approach To Drive Business Growth in Cyber Security

The Power of Pull Marketing

Último

Call Girls Kengeri Satellite Town Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore Booking Contact Details :- WhatsApp Chat :- +91-7737669865 2-May-2024(SMW) Call Girls In Model Towh Bangalore +91-7737669865 !! Best Woman Seeking Man Call Girls Service, Escorts Service in Home Hotel in Bangalore NCR 24 Hours Available Service Call Girls, Contact Us +91-7737669865 (Any Time. Any Where) Call Girls in Bangalore, Noida, Gurgaon, Ghaziabad,Sexy Indian Female Escorts Service Bangalore NCRWelcome To Bangalore Escorts Service – An All Over New Bangalore Very Sexy Hot Call Girls Agency Service Escorts In South BangaloreNCRBangalore’s No. 1 High Profile Independent Female Escorts Service. We Provide Good Quality Educated Profile At Very Regnebal Price 100% Safe And Original.We Are Provide Escorts Service All OYO Hotels ,3*,4*,5* Star Hotel And Home Flat, Apartment. Guest-House. Services In -Call And Out – Call Both Are Services Available. 24Hrs. Any Time Any Where. In All Over Bangalore Noida Gurgaon Ghaziabad Faridabad.More Information And Contact Profile Real Pic Visit Our Website City Wise Escorts Service Agency.Good Looking Cheap And Best Models Girls U Can Get Best Click On Link……Night Call Girls Now In Hotel Le Meridien Gurgaon Near Female Escort One Shot — 5000/in call (time 1 hour), 6000/out call Two shot with one girl — 8000/in call (time 2 hour), 10000/out call Body to body massage with sex- 8000/in call (time 1 hour) Full night Service for one person– 12000/in call, 13000/out call (shot limit 3-4 shots) Full night Service for more than 1 person — please contact Us —7737669865 We are available 24*7 all days of the year. Call us — 7737669865 Thank you for Visiting.

Call Girls Kengeri Satellite Town Just Call 👗 7737669865 👗 Top Class Call Gir...

amitlee9823

JAYNAGAR CALL GIRL IN 98274*61493 ❤CALL GIRLS IN ESCORT SERVICE❤CALL GIRL IN We are Providing :- ● – Private independent collage Going girls . ● – independent Models . ● – House Wife’s . ● – Private Independent House Wife’s ● – Corporate M.N.C Working Profiles . ● – Call Center Girls . ● – Live Band Girls . ●- Foreigners & Many More . Service type: 1.In call 2.out call 3. full Lip to Lip kiss 4.69 5.b-job without Condom 6. Hard Core sex & Much More. 7 Body to Body Touch 8 Kissing 9 Sucking Boobs and More 10 Enjoy by Hand 11 Relax By Oral 12 Sex with Happy Ending • In Call and Out Call Service • 3* 5* 7* Hotels Service • 24 Hours Available • Indian, Russian, Punjabi, Kashmiri Escorts • Real Models, College Girls, House Wife, Also Available • Short Time and Full Time Service Available • Hygienic Full AC Neat and Clean Rooms Avail. In Hotel 24 hours • Daily Escorts Staff Available • Minimum to Maximum Range Available.c al

JAYNAGAR CALL GIRL IN 98274*61493 ❤CALL GIRLS IN ESCORT SERVICE❤CALL GIRL

kapoorjyoti4444

Katrina Personal Brand Project and portfolio 1

kcpayne

Value Proposition canvas- Customer needs and pains

P&CO

Malegaon Call Girls Service ☎ ️82500–77686 ☎️ Enjoy 24/7 Escort Service Enjoy Your Dream Girls, Available 24/7, Malegaon Just Dial: 82500–77686 [24 HOURS BEST REAL MEET HOT CALL GIRLS IN Malegaon] https://wa.link/hjg3yh Anyone who is searching for real-life escorts or Call girls in Malegaon. We Bring all types of call girls who will provide you with all services to fulfil all your sexual desires, including in-call and Out-call Hotel and Home services, without any advance. ''MOST IMPORTANT'' 1. Affordable Cost. 2. Best-class premium service. 3. Authentic photos of available girls. 4. Free pick-up and drop-off 24 hours at nearby areas. 5. 100 % Satisfaction Guarantee. CONTACT: Lucky +918250077686 - https://wa.link/hjg3yh [Anytime] 'REMARK'-' Find a reason to smile and ENJOY freedom like never before with our HOT girls. Website https://www.sheetalarora.com/ https://www.dighacallgirls.com/ https://www.prishagill.com/ https://www.streetgirls69.in/

Malegaon Call Girls Service ☎ ️82500–77686 ☎️ Enjoy 24/7 Escort Service

Damini Dixit

SEO Case Study: How I Increased SEO Traffic & Ranking by 50-60% in 6 Months

IndeedSEO

VIP Call Girls Napur Anamika Call Now: 8617697112 Napur Escorts Booking Contact Details WhatsApp Chat: +91-8617697112 Napur Escort Service includes providing maximum physical satisfaction to their clients as well as engaging conversation that keeps your time enjoyable and entertaining. Plus they look fabulously elegant; making an impressionable. Independent Escorts Napur understands the value of confidentiality and discretion - they will go the extra mile to meet your needs. Simply contact them via text messaging or through their online profiles; they'd be more than delighted to accommodate any request or arrange a romantic date or fun-filled night together. We provide –

(Anamika) VIP Call Girls Napur Call Now 8617697112 Napur Escorts 24x7

Call Girls in Nagpur High Profile Call Girls

Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.

Falcon Invoice Discounting: The best investment platform in india for investors

Falcon Invoice Discounting

Saudi Arabia [ Abortion pills) Jeddah/riaydh/dammam/++918133066128☎️] cytotec tablets uses abortion pills 💊💊 How effective is the abortion pill? 💊💊 +918133066128) "Abortion pills in Jeddah" how to get cytotec tablets in Riyadh " Abortion pills in dammam*💊💊 The abortion pill is very effective. If you’re taking mifepristone and misoprostol, it depends on how far along the pregnancy is, and how many doses of medicine you take:💊💊 +918133066128) how to buy cytotec pills At 8 weeks pregnant or less, it works about 94-98% of the time. +918133066128[ 💊💊💊 At 8-9 weeks pregnant, it works about 94-96% of the time. +918133066128) At 9-10 weeks pregnant, it works about 91-93% of the time. +918133066128)💊💊 If you take an extra dose of misoprostol, it works about 99% of the time. At 10-11 weeks pregnant, it works about 87% of the time. +918133066128) If you take an extra dose of misoprostol, it works about 98% of the time. In general, taking both mifepristone and+918133066128 misoprostol works a bit better than taking misoprostol only. +918133066128 Taking misoprostol alone works to end the+918133066128 pregnancy about 85-95% of the time — depending on how far along the+918133066128 pregnancy is and how you take the medicine. +918133066128 The abortion pill usually works, but if it doesn’t, you can take more medicine or have an in-clinic abortion. +918133066128 When can I take the abortion pill?+918133066128 In general, you can have a medication abortion up to 77 days (11 weeks)+918133066128 after the first day of your last period. If it’s been 78 days or more since the first day of your last+918133066128 period, you can have an in-clinic abortion to end your pregnancy.+918133066128 Why do people choose the abortion pill? Which kind of abortion you choose all depends on your personal+918133066128 preference and situation. With+918133066128 medication+918133066128 abortion, some people like that you don’t need to have a procedure in a doctor’s office. You can have your medication abortion on your own+918133066128 schedule, at home or in another comfortable place that you choose.+918133066128 You get to decide who you want to be with during your abortion, or you can go it alone. Because+918133066128 medication abortion is similar to a miscarriage, many people feel like it’s more “natural” and less invasive. And some+918133066128 people may not have an in-clinic abortion provider close by, so abortion pills are more available to+918133066128 them. +918133066128 Your doctor, nurse, or health center staff can help you decide which kind of abortion is best for you. +918133066128 More questions from patients: Saudi Arabia+918133066128 CYTOTEC Misoprostol Tablets. Misoprostol is a medication that can prevent stomach ulcers if you also take NSAID medications. It reduces the amount of acid in your stomach, which protects your stomach lining. The brand name of this medication is Cytotec®.+918133066128) Unwanted Kit is a combination of two medicines, o

unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi

Abortion pills in Kuwait Cytotec pills in Kuwait

CALL NOW 98787-99926 CHANDIGARH BEST Call Girls in CHANDIGARH Escort Service provide Cute Nice sweet and Sexy Models in beautiful CHANDIGARH city cash in hand to hand call girl in CHANDIGARH and CHANDIGARH escorts. HOT & SEXY MODELS // COLLEGE GIRLS IN CHANDIGARH AVAILABLE FOR COMPLETE ENJOYMENT WITH HIGH PROFILE INDIAN MODEL AVAILABLE HOTEL & HOME ★ SAFE AND SECURE HIGH CLASS SERVICE AFFORDABLE RATE ★ 100% SATISFACTION,UNLIMITED ENJOYMENT. ★ All Meetings are confidential and no information is provided to any one at any cost. ★ EXCLUSIVE Profiles Are Safe and Consensual with Most Limits Respected ★ Service Available In: - HOME & 24x7 :: 3 * 5 *7 *Star Hotel Service .In Call & Out call Services : ★ A-Level (5 star escort) ★ Strip-tease ★ BBBJ (Bareback Blowjob)Receive advanced sexual techniques in different mode make their life more pleasurable. ★ Spending time in hotel rooms ★ BJ (Blowjob Without a Condom) ★ Completion (Oral to completion) ★ Covered (Covered blowjob Without a Condom)👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandigarh No Advance Only Cash On Delivery

👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...

rajveerescorts2022

⎝⎝Call Girls In Moti Nagar Delhi꧁*｡ﾟ ❤ 959961乂3876 ❤ ｡ﾟ꧂Genuine Escorts Service Delhi NCR ⭐{ 959961乂3876 }⭐⭐ vip CALL GIRLS IN Delhi Aerocity Delhi Call Girls In꧁❤ +91)959961乂3876 ꧂Escorts Service 24 × 7 Online Booking In Delhi WHATSAPP RAHUL: ✤ ✥ ✦ + 91959961乂3876 ✤ ✥ ✦ Bookings NOW BUDGET CALL GIRLS IN DELHI, BOOKING FOR NOW — 959961乂3876 — DELHI ESCORTS Delhi Escorts Service — An All Over New Delhi Very Sexy Hot Call Girls Agency Service Escorts In South Delhi / NCR Call Girls In Delhi Female Escort Service 959961乂3876

Cheap Rate Call Girls In Noida Sector 62 Metro 959961乂3876

dlhescort

BAGALUR CALL GIRL IN 98274*61493 ❤CALL GIRLS IN ESCORT SERVICE❤CALL GIRL IN We are Providing :- ● – Private independent collage Going girls . ● – independent Models . ● – House Wife’s . ● – Private Independent House Wife’s ● – Corporate M.N.C Working Profiles . ● – Call Center Girls . ● – Live Band Girls . ●- Foreigners & Many More . Service type: 1.In call 2.out call 3. full Lip to Lip kiss 4.69 5.b-job without Condom 6. Hard Core sex & Much More. 7 Body to Body Touch 8 Kissing 9 Sucking Boobs and More 10 Enjoy by Hand 11 Relax By Oral 12 Sex with Happy Ending • In Call and Out Call Service • 3* 5* 7* Hotels Service • 24 Hours Available • Indian, Russian, Punjabi, Kashmiri Escorts • Real Models, College Girls, House Wife, Also Available • Short Time and Full Time Service Available • Hygienic Full AC Neat and Clean Rooms Avail. In Hotel 24 hours • Daily Escorts Staff Available • Minimum to Maximum Range Available.c al

BAGALUR CALL GIRL IN 98274*61493 ❤CALL GIRLS IN ESCORT SERVICE❤CALL GIRL

kapoorjyoti4444

Call Now ☎️🔝 9332606886 🔝 Call Girls ❤ Service In Bhilwara Female Escorts Service Near You <J.R.P> 02-05-2024 Model Call Girl Services in India reach out to us at 🔝 9332606886🔝✔️✔️ Our agency presents a selection of young, charming call girls available for bookings at Oyo Hotels. Experience high-class escort services at pocket-friendly rates, with our female escorts exuding both beauty and a delightful personality, ready to meet your desires. Whether it's Housewives, College girls, Russian girls, Muslim girls, or any other preference, we offer a diverse range of options to cater to your tastes. We provide both in- call and out-call services for your convenience. Our in-call location in India ensures cleanliness, hygiene, and 100% safety, while our out-call services offer doorstep delivery for added ease. We value your time and money, hence we kindly request pic collectors, time-passers, and bargain hunters to refrain from contacting us. Our services feature various packages at competitive rates: One shot: ₹2000/in-call, ₹5000/out-call Two shots with one girl: ₹3500 /in-call, ₱6000/out-call Body to body massage with sex: ₱3000/in-call Full night for one person: ₱7000/in-call, ₱10000/out-call Full night for more than 1 person : Contact us at 🔝 9332606886🔝. for details Operating 24/7, we serve various locations Vadodara,Nashik,Rajkot,Kalyan Khas near metro stations. For premium call girl services in India 🔝 9332606886🔝. Thank you for considering us !India Escorts SASTI 🔝 9332606886🔝– ONLINE CALL GRILS IN India [BOOKING क्या आप सेक्स के लिए लड़की चाहते हैं अगर चाहते है तो कॉल करे x-) {} • In Call and Out Call Service in India • 3* 5* 7* Hotels Service x-) {} • 24 Hours Available • Indian, Punjabi, Kashmiri Escorts x-) {} • Real Models, College Girls, House Wife, Also Available • Short Time and Full Time Service Available x-) {} • Hygienic Full AC Neat and Clean Rooms Avail. In Hotel 24 hours • Daily New Escorts Staff Available • Minimum to Maximum Range Available

Call Now ☎️🔝 9332606886🔝 Call Girls ❤ Service In Bhilwara Female Escorts Serv...

Anamikakaur10

959961⊹3876 959961⊹3876 We have a screening system that is mentioning and requires different rounds prior to getting an Chanakyapuri call girl. This integrates giving good planning, and a while later adding the name to an entire profile on our photo show region. Restore your projects and hold focusing on the farthest furthest reaches of the page to find the names that have been added. All of our famous and smooth Chanakyapuri call girls are available to both outcall and in call service. In this way, if you're absolutely new to the city yet know nothing about Chanakyapuri, you can benefit from our Chanakyapuri service for going with to you’re leaned toward spot and region. We collect analysis following the completion of each and every gathering to help with chipping away at our service. focused in on the necessities of our clients. They go through several intensive rounds of gatherings and educational courses before we pick them. After eye to eye gatherings and planning gatherings, we grant our escorts to step into the universe of business. To this end you can expect the best quality. 959961⊹3876 Who can go on dinner dates with you? Is the chance of a superb yet bothering mate frightening immediately? Our VIP Companion Service, Chanakyapuri, will ensure that you participate in the delight of taking out overpoweringly appealing girls to films, early snacks and night social occasions. We keep an all-out record of our girls and the service they give with the objective that you are never compromised in any way. We don't endorse anyone there of psyche to pass any kind of client-related information. You can have certainty that you can believe Chanakyapuri Escort Agency. Utilize one of those girls for your material service now. The situation is wonderful Housewife in Chanakyapuri, both metropolitan and rural, for you to go moving with the accomplished girls. The female escorts in India are uncommonly splendid and properly set themselves up neighbouring. The rich, vigorous and overall, around academic improvement of the escorts in Chanakyapuri is tremendous. Wonderful white escorts in India can unhesitatingly be a principal assistant. Along these lines, call us to painstakingly save your choice and exploit your alleged Girl sexual concurrence for not a truly clear clarification. Big name Girl is perhaps the uncommon business effort in Chanakyapuri. Our business boss is persistently giving new girls and progressively youthful people. Their bodies are warm and fragile like one more imagined youth. Offering them top-quality assist We with ensuring that you have the city with a persevering through impact. Attempt to pick escort in Chanakyapuri and call us moreover for your next trip. Our eminent and most sought-after sexual expert associations. We ensure that the encounters with one of our girls will be reviewed lovingly. We have in general around coordinated call girl who are 100% prepared to give

Call Girls In Noida 959961⊹3876 Independent Escort Service Noida

dlhescort

Famous Olympic Siblings from the 21st Century

rwgiffor

Organisational success today depends on effective communication and collaboration with individuals from cultures with varying beliefs and practices. Indeed, with the workforce increasingly comprised of people of varying cultural backgrounds, leaders must now prioritise the significance of cultural competence in the workplace. Ensuring cultural competence at every level of your organisation cannot be understated. While cultural disparities can manifest in different ways, as a leader, you must build deep and nuanced cultural competence skills and education to accurately spot, address and alleviate the various scenarios that can arise. Failing to recognise the importance of cultural competence or not acting to improve it can lead to cultural negligence. There are a few things to consider to ensure your organisation is on the right track. In this deck, you'll understand the importance of building cultural competence in the workplace. You'll also learn • The three (3) dimensions of Cultural Competence in the workplace • Key strategies to build a culturally competent workforce • Major benefits you stand to gain by having a culturally competent team.

Cracking the Cultural Competence Code.pptx

Workforce Group

Business Model Canvas (BMC)- A new venture concept

P&CO

Call Girls Service In Old Town Dubai ((0551707352)) Old Town Dubai Call Girl ...

allensay1

Nelamangala Call Girls: 🍓 7737669865 🍓 High Profile Model Escorts | Bangalore Escorts Service Booking Contact Details :- WhatsApp Chat :- +91-7737669865 2-May-2024(SMW) Call Girls In Model Towh Bangalore +91-7737669865 !! Best Woman Seeking Man Call Girls Service, Escorts Service in Home Hotel in Bangalore NCR 24 Hours Available Service Call Girls, Contact Us +91-7737669865 (Any Time. Any Where) Call Girls in Bangalore, Noida, Gurgaon, Ghaziabad,Sexy Indian Female Escorts Service Bangalore NCRWelcome To Bangalore Escorts Service – An All Over New Bangalore Very Sexy Hot Call Girls Agency Service Escorts In South BangaloreNCRBangalore’s No. 1 High Profile Independent Female Escorts Service. We Provide Good Quality Educated Profile At Very Regnebal Price 100% Safe And Original.We Are Provide Escorts Service All OYO Hotels ,3*,4*,5* Star Hotel And Home Flat, Apartment. Guest-House. Services In -Call And Out – Call Both Are Services Available. 24Hrs. Any Time Any Where. In All Over Bangalore Noida Gurgaon Ghaziabad Faridabad.More Information And Contact Profile Real Pic Visit Our Website City Wise Escorts Service Agency.Good Looking Cheap And Best Models Girls U Can Get Best Click On Link……Night Call Girls Now In Hotel Le Meridien Gurgaon Near Female Escort One Shot — 5000/in call (time 1 hour), 6000/out call Two shot with one girl — 8000/in call (time 2 hour), 10000/out call Body to body massage with sex- 8000/in call (time 1 hour) Full night Service for one person– 12000/in call, 13000/out call (shot limit 3-4 shots) Full night Service for more than 1 person — please contact Us —7737669865 We are available 24*7 all days of the year. Call us — 7737669865 Thank you for Visiting.

Nelamangala Call Girls: 🍓 7737669865 🍓 High Profile Model Escorts | Bangalore...

amitlee9823

Call Girls Electronic City Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore Booking Contact Details :- WhatsApp Chat :- +91-7737669865 2-May-2024(SMW) Call Girls In Model Towh Bangalore +91-7737669865 !! Best Woman Seeking Man Call Girls Service, Escorts Service in Home Hotel in Bangalore NCR 24 Hours Available Service Call Girls, Contact Us +91-7737669865 (Any Time. Any Where) Call Girls in Bangalore, Noida, Gurgaon, Ghaziabad,Sexy Indian Female Escorts Service Bangalore NCRWelcome To Bangalore Escorts Service – An All Over New Bangalore Very Sexy Hot Call Girls Agency Service Escorts In South BangaloreNCRBangalore’s No. 1 High Profile Independent Female Escorts Service. We Provide Good Quality Educated Profile At Very Regnebal Price 100% Safe And Original.We Are Provide Escorts Service All OYO Hotels ,3*,4*,5* Star Hotel And Home Flat, Apartment. Guest-House. Services In -Call And Out – Call Both Are Services Available. 24Hrs. Any Time Any Where. In All Over Bangalore Noida Gurgaon Ghaziabad Faridabad.More Information And Contact Profile Real Pic Visit Our Website City Wise Escorts Service Agency.Good Looking Cheap And Best Models Girls U Can Get Best Click On Link……Night Call Girls Now In Hotel Le Meridien Gurgaon Near Female Escort One Shot — 5000/in call (time 1 hour), 6000/out call Two shot with one girl — 8000/in call (time 2 hour), 10000/out call Body to body massage with sex- 8000/in call (time 1 hour) Full night Service for one person– 12000/in call, 13000/out call (shot limit 3-4 shots) Full night Service for more than 1 person — please contact Us —7737669865 We are available 24*7 all days of the year. Call us — 7737669865 Thank you for Visiting.

Call Girls Electronic City Just Call 👗 7737669865 👗 Top Class Call Girl Servi...

amitlee9823

SaaStock 2016 Keynote: Win by Design, Not by Chance: Customer Success as a Growth Engine by Lincoln Murphy

1. Win by Design, Not by Chance Hello, my name is Lincoln Murphy I’m excited to be presenting to @LincolnMurphy

2. Stay longer Buy More Expand Internally Advocate Externally @lincolnmurphy

3. Grow BECAUSE of your eﬀort, not   IN SPITE of it

4. Desired Outcome Customer Success is when customers achieve their interactions through with your companytheir “ ” -  Lincoln Murphy @lincolnmurphy

5. EXPANSION comes from the Customer’s SUCCESS

6. Customer SUCCESS- driven Growth

7. As customers SUCCEED and EVOLVE…

8. …their relationship with us should EVOLVE and GROW

9. Customer Success is NOT… •  Just a Department •  Customer Support •  Account Management •  Happiness or Delight •  Churn Mitigation •  Saving Customers •  “Checking in" with customers •  Customer hand holding

10. Customer Success is a GROWTH ENGINE

11.

12.

13. Customer Success Management is the Orchestration, Operationalization, Instrumentation, and Intervention designed to ensure customers achieve their ever-evolving Desired Outcome. “ ” -  Lincoln Murphy @lincolnmurphy

14. Customer Success Management @lincolnmurphy

15. Your Success is meeting your REVENUE FORECAST

16. Their SUCCESS is achieving their Desired Outcome

17. Our success is DIRECTLY tied to their success

18. Customer Success Directly Impacts Company VALUATION

19. Revenue x Multiplier = Value Company Valuation

20. Revenue x Multiplier = Value o There’s more! Company Valuation

21. Revenue x Multiplier = Value o  Customer Lifetime Value (LTV) o  Customer Acquisition Cost (CAC) o  Net Revenue Retention (NRR) o  Total Addressable Market o  Talent Acquisition o There’s more! @lincolnmurphy Company Valuation

22. Year 1 Year 2 Year 3 Year 4 Year 5 80% 20% Customer Lifetime Value @lincolnmurphy

23. Year 1 Year 2 Year 3 Year 4 Year 5 > 95% < 5% Customer Lifetime Value @lincolnmurphy

24. Customer Lifetime Value Year 1 Year 2 Year 3 Year 4 Year 5 > 98% < 2% Year 6 @lincolnmurphy

25. Resource Allocation Year 1 Year 2 Year 3 Year 4 Year 5 > 98% < 2% Year 6 @lincolnmurphy

26. Desired Outcome Customer Success is when customers achieve their interactions through with your companytheir “ ” -  Lincoln Murphy @lincolnmurphy

27. Interactions Start EARLY

28. “The seeds ! of churn are ! planted early” ! – Lincoln Murphy! @lincolnmurphy!

29.

30. Avoid BAD FIT Customers

31. Acquire customers with  Success POTENTIAL

32. Technical Fit Functional Fit Competence Fit Experience Fit Cultural Fit @lincolnmurphy

33. Why Do You EXIST? 

34.

35.

36. POWER  is the capacity to alter the state of others

37. You EXIST to alter the state of your customers

38. You can’t TAKE  power

39. Power is GIVEN

40. Power requires TRUST

41.

42.

43.

44. Newton’s 3rd Law

45. “What go around come around, kid.” – Cypress Hill

46. Make your CUSTOMERS  powerful!

47. They’ll make YOU powerful!

48. How will they make YOU powerful?

49. Stay longer Buy More Expand Internally Advocate Externally @lincolnmurphy

50. How do you make your customers POWERFUL?

51. By making them SUCCESSFUL

52. Required Outcome Appropriate Experience Desired Outcome What your customer needs to achieve How they need to achieve it@lincolnmurphy

53. Customer Characteris9cs Method Customer (segment) Desired Outcome @lincolnmurphy Required Outcome Appropriate Experience

54. Air Travel Desired Outcome – Air Travel @lincolnmurphy Point A è B Safely & Quickly

55. Needs to work, no 9me to eat Air Travel Desired Outcome – Air Travel @lincolnmurphy Point A è B Safely & Quickly Assigned sea9ng, WiFi, Food service, leg room Business Traveler

56. Save money, enjoy des9na9on Air Travel Desired Outcome – Air Travel @lincolnmurphy Point A è B Safely & Quickly Cheap fares, snacks & drinks Family Going on Vaca9on

57.

58. @lincolnmurphy

59. Churn is the SYMPTOM of an Underlying Disease

60. Desired Outcome Customer Success is when customers achieve their interactions through with your companytheir “ ” -  Lincoln Murphy @lincolnmurphy

61. Without Customer Success •  Stagnating Customers •  Customer Churn •  Revenue Churn •  Reputation Suﬀers •  TAM shrinks •  Sales Friction Increases •  Sales Cycles Extend •  CAC Increases •  Talent Acquisition Suﬀers •  Company Value Drops @lincolnmurphy

62. With Customer Success •  Expanding Customers •  Net Revenue Retention •  Great Reputation •  TAM Increases •  Sales Friction Decreases •  Sales Cycles Shorten •  CAC Eﬃciency •  Talent Acquisition Improves •  Company Value INCREASES @lincolnmurphy

63. Desired Outcome Customer Success is when customers achieve their interactions through with your companytheir “ ” -  Lincoln Murphy @lincolnmurphy

64. Customer. SUCCESS.

65. When your CUSTOMERS Succeed...

66. YOU Succeed!

67. Thank You!  @lincolnmurphy lincoln@lincolnmurphy.com

68. Awesome! Thanks for your attention. Learn more about me at http://sixteenventures.com And contact me via lincoln@lincolnmurphy.com @LincolnMurphy Win by Design, Not by Chance

SaaStock 2016 Keynote: Win by Design, Not by Chance: Customer Success as a Growth Engine by Lincoln Murphy

Recomendados

Recomendados

Más contenido relacionado

La actualidad más candente

La actualidad más candente (20)

Destacado

Destacado (15)

Similar a SaaStock 2016 Keynote: Win by Design, Not by Chance: Customer Success as a Growth Engine by Lincoln Murphy

Similar a SaaStock 2016 Keynote: Win by Design, Not by Chance: Customer Success as a Growth Engine by Lincoln Murphy (20)

Último

Último (20)

SaaStock 2016 Keynote: Win by Design, Not by Chance: Customer Success as a Growth Engine by Lincoln Murphy