Dave Blake’s Post

“Hook's allowed us to be more proactive, getting in front of our renewals faster, and to do more with less.” We're incredibly proud of our partnership with Salesloft. Hear from Sam Loveland (CCO) and Natasha Evans (VP, Global Customer Success) about how Hook is changing the game for their customer teams 🚀 #saas #testimonial #domorewithless #customersuccess

I'm thrilled to share that I'll be speaking at Gainsight #Pulse24 on May 15th! I'll be joining Nikola Mijic of Matik, Justin Chappell of 6sense, and Alana Stoltzfus of Okta for a panel hosted by Matik on: ✂ Surviving the Cut: How to Communicate ROI throughout the Customer Journey ✂ As customers are constantly looking to cus their cost, value realization has to be a constant part of your ongoing customer lifecycle. And this isn't something automatic. Even if your product is delivering high value outcomes for the customer, if customers aren't aware of how that happens then your potentially on the chopping block when they look at their vendors. Simply put: if you're waiting until renewal to communicate ROI and outcomes achieved then you're behind the 8 ball as customers have likely already made their minds up by then. We'll walk through practical examples of: -Waays to communicate ROI throughout the customer journey, and not just in meetings -How to candidly approach when ROI isn't great -How to break down barriers between Sales / Product / Customer Success to effectively showcase ROI It'll be a practical session that incorporates all types of customers. We'd love to have you join us at 11:15am on Wednesday, May 15th! And if you'll be at Pulse in general, let me know as I'd love to connect in person! 🎉 #CustomerSuccess #SaaS #ROI #GainsightPulse

Starstruck by the Product-led-sales guru Leah Tharin at SaaSiest! 🚀 Key takeaways from her session: * It’s crucial that product teams talk dollars * Use PQAs for scoring when to send accounts to sales * Find your ”aha” moment in your product (marketing should work on this together with product) * It’s all about putting customer success at front and center “Remember that someone who loves your product, but who does not pay, can still be your best growth engine and recommend a lot of new users and customers. Take care of them, provide them value.” Thanks for a great session Leah Tharin!! 🌟🌟🌟 #saas #productledsales

In this clip from Gainsight & Ecosystems’ on-demand webinar on How to Drive NRR with Customer Value, Todd Massey, Director, Customer Success Operations, at Delphix, discusses how Delphix utilizes the strategic partnership between Gainsight & Ecosystems to align their #Sales and #CustomerSuccess teams to drive #CustomerValue With Gainsight & Ecosystems’ partnership, our customers are able to look at both internal customer success plans and external customer-led value reviews simultaneously, helping you to close the #ValueGap and improve #CustomerSuccess. Learn more about our partnership here: https://hubs.ly/Q0241RZW0 Download the full on-demand webinar on our website: https://hubs.ly/Q0241vbC0 #ValueRealization #CustomerExperience #B2BSales #SaaS

Many of you on Linkedin know who Jen Allen-Knuth is. What you might not know, is that for a brief period of time I was her manager. Now, while she gained nothing from that professionally, I gained a friend and a first class seat to one of the best salespeople to ever operate. Some things she does exceptionally well (these are 3 of roughly ~2,458): ✅ Uncovering and driving consensus around a high priority high cost problem ✅ Helping make clear to enterprise buying groups that the pain of same > pain of change ✅ Breaking down the complex into what's easy to understand With 40-60% of deals ending in status quo. Cost of inaction (COI) is more important than ever before. However, there is a misconception that COI is just inverted ROI. Jen does a great job explaining why this is not the case in her post here: https://lnkd.in/gwK38wPX I'm excited to share that she's going to be joining me and the Customer Value Community for a session on 6/13 at 11am EST to discuss everything from best practices to ID high priority problems to quantifying the impact of status quo. Register below!