Totango

MAY 15, 2019

In practical terms, Mr. Yuan has built a culture that values customer engagement above sales quotas and long-term customer growth above securing new business. A customer-centric culture means putting greater emphasis on long-term metrics and practical business ROI. The customer’s use of the product. The customer’s product ROI.

Customer Lifetime Value 88

Customer Lifetime Value Enterprise Product ROI Customer Success 88

Totango

JULY 16, 2019

Instead of capturing the bulk of customer value at the initial sale, digital companies now rely on an ongoing process of renewal and upsell that can potentially continue for years. Key metrics include: Business metrics that demonstrate how product engagement affects revenue. Adoption metrics that reveal how a customer uses the product.

Customer Lifetime Value 68

Customer Lifetime Value Outsourced Development Product ROI Customer Success 68

Totango

MAY 23, 2019

To create happy customers, you have to shift your focus from the sales event and toward the ongoing nurturing of existing customers. Accelerate onboarding to help the customer realize value early. Product ROI: What do your business success metrics tell you about the ROI a customer is enjoying?

Customer Success 75

Customer Success Product ROI Enterprise Metrics 75

Totango

JULY 16, 2019

Instead of capturing the bulk of customer value at the initial sale, digital companies now rely on an ongoing process of renewal and upsell that can potentially continue for years. Key metrics include: Business metrics that demonstrate how product engagement affects revenue. Adoption metrics that reveal how a customer uses the product.

Customer Lifetime Value 48

Customer Lifetime Value Outsourced Development Product ROI Customer Success 48