BLOG

Six Steps to Effective Customer Success Planning

by | Jun 29, 2021 | Customer Success, Engage, Success Plan

Customer Success doesn’t just happen. It requires intentional, meaningful engagements across the product lifespan. Take these 6 steps toward more effective Customer Success Planning.

Sounds obvious, but it isn’t always: Customer Success Planning starts with how your customers (not your company) define success with your products and services. When you clearly understand what your customers’ expectations are, your organization can then align resources to help them achieve their desired outcomes.

It is possible that a customer’s expectations will only “scratch the surface” of what your product can do, or what they can do with it. This is the most fertile ground for nurturing Customer Success and growth — because when you can augment their desired outcomes with an enticing and useful positioning of what’s possible, you’re exceeding expectations.

The Success planning and management process is ongoing — from the initial Sales engagement, through product adoption and use, to value realization. Knowing this, you can help your customers define and achieve their desired outcomes by developing success plans.

To accelerate time-to-value, sustain long-term relationships, and drive recurring revenue, leverage these six steps to effective Customer Success planning:

  1. Engage customers to understand their needs and expectations of your products. Use automated (e-mail, web-based surveys, etc.) or direct engagement (phone, video conference, on-site) methods.
  2. Identify customer-focused success criteria and Key Performance Indicators (KPIs).
  3. Work with customers to develop a success plan.  Use the plan as a basis for aligning resources and setting expectations for service types and levels.
  4. Define journey maps to attain specific outcomes.  Introduce the practices and methods necessary to achieve defined goals. Journey maps may address the needs of many customers or be tailored to the needs of a specific customer.
  5. Establish success metrics to indicate progress against a success plan or journey map.  These may be standalone indicators of success or part of an overall customer health metric.
  6. Keep success plans up-to-date and relevant through periodic business reviews to assess progress against the current plan.  Regular interactions may be conducted informally or through Executive or Quarterly Business Reviews. (EBR / QBR).

 

How effectively do you help your customers plan for success?

I’m here to help you get the answers you need.

Reach out anytime to get answers and insights about the best ways to engage and retain your customers. Use the chat button at bottom right, send an e-mail, or click on my calendar to schedule a specific time to talk.

 

Ready to commit to a Customer Success strategy? Learn the 5 critical milestones.

Exclusive ServiceXRG White Paper:

Ensuring a Successful Journey to Customer Success

Download the ServiceXRG whitepaper, "Ensuring a Successful Journey to Customer Success"

Related Articles

Eight Strategies for Keeping in Touch with Customers

Healthy customer relationships require an ongoing dialogue through digital media, self-help, communities and direct interaction with Support and Customer Success team members. This article introduces eight customer interaction best practices to engage and retain your customers.

read more

GUEST POST: Sell Services Faster and More Accurately

Company executives understand that selling services alongside core product offerings leads to greater alignment and customer value, while subsequently decreasing the likelihood of customer churn and loss of recurring revenue. Well-defined services and the means to sell them are imperative. so why is selling services so difficult? This article introduces 10 ways to help Sales teams sell services.

read more

Pin It on Pinterest

Share This