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Blog

time to move on

17 December 2023 0 comment

Friday was my last day at Higher Logic. By extension, my time with the Gain …

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Blog

the wartime cco

10 December 2023 0 comment

Since the financial crisis of 2008-09, we have enjoyed a time of peace and prosperity …

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Blog

Bonus: CS Maturity Model

29 November 2023 0 comment

Teams that don’t specialize will struggle to scale. In early-stage SaaS companies, finding “full stack” …

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Blog

product-led customer success

26 November 2023 0 comment

Let’s talk about product-led customer success. When I became their customer in 2013, I received …

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Blog

what do customers value?

5 November 2023 0 comment

Scaling customer success isn’t just about automating digital touchpoints with customers. Anybody can do that …

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Blog

“best of” edition

29 October 2023 0 comment

Hey folks, it’s been a long few weeks of travel for me. Eight out of …

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latest tech update

  • Blog

    Customers do churn

    by Jay 20 August 2021
    by Jay 20 August 2021

    IRL customers churn. While we want to keep as many as possible, knowing one will …

  • Blog

    Underrated cs skills

    by Jay 20 August 2021
    by Jay 20 August 2021

    Name the most underrated customer success skill you can think of. I’ll go first: Succinct …

  • Blog

    Leaders take care of people who take care of customers

    by Jay 18 August 2021
    by Jay 18 August 2021

    The best leaders know their customers will be treated like their team is treated. They …

  • Blog

    MEDDIC, not just for sales

    by Jay 17 August 2021
    by Jay 17 August 2021

    CSMs, I have 6 questions that’ll change your life. Don’t believe me? Check this out: …

  • Blog

    Work yourself out of a job

    by Jay 14 August 2021
    by Jay 14 August 2021

    The best leaders are busy working themselves out of a job. They are equipping someone …

  • Blog

    Onboarding

    by Jay 13 August 2021
    by Jay 13 August 2021

    The best SaaS leaders know that onboarding is critical to customer success and retention. They …

  • Blog

    What does it take to be great?

    by Jay 12 August 2021
    by Jay 12 August 2021

    What does it take to be great as a CSM? – Be curious– Build relationships– …

  • Blog

    There’s no magic to customer success

    by Jay 12 August 2021
    by Jay 12 August 2021

    There’s no magic or dark art to customer success. It’s a matter of focus on …

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