The Customer Success Playbook

Send us a textWednesday brings the burning question that divides CS and sales teams everywhere: who should own expansion revenue? John Huber tackles this contentious topic with nuanced insights drawn from his experience managing both dedicated CS-led expansion models and hybrid partnership approaches. Rather than offering a one-size-fits-all answer, John presents a thoughtful framework for determining the optimal structure based on deal complexity, sales cycle length, and organizational maturity. He shares specific examples of successful implementations, including a sophisticated model where CSMs handled straightforward upsells and renewals while account executives managed complex expansion opportunities. The discussion dives deep into compensation structures, forecasting methodologies, and the critical importance of clearly defining roles to avoid territorial conflicts. This customer success playbook episode provides practical guidance for leaders struggling to optimize their expansion strategy without sacrificing customer relationships.Detailed AnalysisThis episode addresses one of the most politically charged topics in revenue operations: expansion ownership. John's approach demonstrates sophisticated thinking about organizational design, moving beyond simple "CS versus Sales" debates to examine the underlying factors that should drive structural decisions.The hybrid model John describes represents an evolution in CS thinking, recognizing that different types of expansion opportunities require different skill sets and engagement approaches. His 70/30 compensation structure (70% quota-oriented, 30% experience-focused) within the variable component offers a practical framework for balancing commercial accountability with customer-centric behaviors.Particularly valuable is John's emphasis on forecasting churn and renewal business with the same rigor as new logo acquisition. His practice of conducting detailed risk assessments 4-5 months before fiscal year start demonstrates the proactive mindset required for successful renewal management. The recommendation to begin renewal conversations 12 months in advance challenges the reactive approach many organizations take to customer retention.The discussion also highlights the importance of cross-functional partnerships, especially between CS and finance teams, in developing accurate forecasting models. John's collaborative approach with his CFO shows how CS leaders can elevate their strategic influence by speaking the language of business operations.For revenue leaders, this episode provides a decision-making framework for expansion ownership that considers deal complexity, resource allocation, and organizational capabilities rather than defaulting to territorial thinking.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textSummaryThis episode kicks off a compelling three-part series featuring John Huber, founder of Customer Success Architects, who brings two decades of experience building CS functions across five different SaaS companies. The conversation centers on the fundamental question every growing business faces: how do you launch a customer success function that actually drives results? John shares his battle-tested approach, emphasizing the critical importance of aligning CS initiatives with company-wide strategic objectives rather than jumping straight into tactical execution. Through a fascinating case study involving a massive platform transformation for enterprise pharmaceutical and high-tech manufacturing clients, he demonstrates how proper alignment enabled a successful four-and-a-half-year migration from on-premise to cloud infrastructure without losing a single customer. This customer success playbook episode provides essential groundwork for any organization looking to build or rebuild their CS foundation.Detailed AnalysisThe discussion reveals several strategic insights that challenge conventional CS wisdom. Rather than immediately focusing on hiring CSMs or implementing technology platforms, John advocates for a "strategy-first" approach that ensures every CS initiative ladders up to broader business objectives. This methodology becomes particularly powerful when managing complex transformational projects, as evidenced by his experience migrating enterprise clients from legacy on-premise systems to modern cloud platforms.The episode highlights three critical success factors for new CS functions: strategic alignment with three-year company vision, cross-functional collaboration (especially with legal and finance teams), and allowing significantly more time than initially estimated for complex transitions. John's approach to contractual restructuring during platform migrations offers valuable lessons for companies navigating similar transformations, particularly the importance of providing financial incentives and flexible contract structures during transition periods.The conversation also underscores how customer success professionals must evolve beyond traditional support roles to become strategic business partners. John's team successfully positioned platform limitations as innovation opportunities, demonstrating the communication skills necessary to maintain customer relationships during potentially disruptive changes.For CS leaders and executives, this episode provides a practical framework for launching CS initiatives that deliver measurable business impact while maintaining strong customer relationships throughout complex organizational changes.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textThe Customer Success Playbook podcast wraps up its enlightening three-part series with Kristen Nolan of Interview Valet by exploring the delicate balance between technology and human connection. In this forward-thinking discussion, Kristen reveals how she leverages AI as a strategic tool while maintaining authentic relationships. From using AI to identify unique client differentiators to employing dictation for efficiency, this episode offers practical ways to harness technology without sacrificing the personal touch. Hosts Roman Trebon and Kevin Metzger guide a conversation that demonstrates how AI can enhance rather than replace meaningful connections in customer success.Detailed AnalysisAs AI continues to transform business operations, customer success professionals face a critical question: Can technology actually strengthen human relationships rather than diminish them? This episode provides a refreshingly balanced perspective that avoids both technological evangelism and fearful resistance.Kristen Nolan's approach to integrating AI into client relationships stands out for its pragmatism and strategic focus. Working at Interview Valet, where "relationships are the ultimate currency" serves as a core value, Kristen has developed a methodology that leverages AI as a starting point rather than an end solution. Her process of using tools like ChatGPT to identify a client's unique differentiators demonstrates how AI can enhance relationship-building by providing deeper insights that might otherwise remain undiscovered.What makes this discussion particularly valuable for the customer success playbook is the emphasis on maintaining authenticity while embracing technological efficiency. Kristen's guidance on viewing AI outputs as "a baseline" that requires human refinement offers a practical middle path for CS professionals concerned about sounding robotic or inauthentic in client communications. As she notes, "AI can't make up personal stories for you," highlighting the irreplaceable value of human experience in building genuine connections.The hosts share equally practical applications, with Roman revealing how he uses AI to improve the tone and client-centricity of his communications—not by blindly copying AI outputs, but by using them as a mirror to recognize when his natural communication style might come across as too abrupt. This application addresses one of the most common challenges in customer success: ensuring that necessary direct communications don't damage valuable relationships.For customer success teams looking to scale their operations without sacrificing quality, this episode provides a framework for thoughtful AI integration. The discussion moves beyond theoretical benefits to share tangible techniques like using ChatGPT projects to maintain context, leveraging dictation for efficiency, and using AI to help craft more concise communications. These practical tips demonstrate how technology can free up time for meaningful relationship-building rather than replacing it.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CuPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textThe Customer Success Playbook podcast delivers a thought-provoking exploration of confidence building in this captivating episode featuring Kristen Nolan of Interview Valet. Hosts Roman Trebon and Kevin Metzger guide a discussion that dives into overcoming self-doubt and imposter syndrome. Kristen shares her personal journey from questioning "who cares what I have to say?" to becoming a confident podcast guest who now coaches others. With refreshing honesty about her own struggles and triumphs, she reveals how facing fears head-on can lead to remarkable personal and professional growth.Detailed AnalysisBuilding confidence isn't just a personal development goal—it's a critical professional skill, especially in customer success roles where relationships and credibility are paramount. This episode tackles the universal challenge of silencing the inner critic that so often holds professionals back from reaching their full potential.Kristen Nolan's approach to confidence building centers on one powerful concept: taking action despite doubt. She candidly shares her own hesitation when first approached about being a podcast guest, revealing that her immediate reaction was, "Who cares what I have to say?" This transparent admission resonates because it reflects a common barrier many customer success professionals face—questioning their expertise or value.What makes Kristen's perspective particularly valuable for the customer success playbook is her emphasis on how facing fears creates a feedback loop of growth. By "ripping the bandaid off" with her first podcast appearance (which she admits was "pretty terrible"), she developed skills and insights that now help her better serve clients. This practical example demonstrates how pushing through discomfort directly enhances client relationship capabilities.The conversation takes an even more profound turn when Kristen addresses self-sabotage—identifying it as one of the most significant barriers to achievement. For customer success professionals, this insight is especially relevant, as hesitation in challenging client conversations or strategic recommendations can undermine effectiveness. Kristen's advice to visualize goals and map the path backward (her "Z to A thinking") offers a tactical approach to overcome this tendency.Perhaps most powerfully, the discussion draws a connection to broader life satisfaction, referencing the common deathbed regret of "not having the courage to live authentically." This reminder elevates the conversation beyond mere professional development to touch on how building confidence impacts overall life fulfillment—a holistic perspective that aligns perfectly with the integrated work-life approach many customer success professionals strive to achieve.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textIn this eye-opening episode of the Customer Success Playbook podcast, hosts Roman Trebon and Kevin Metzger welcome Kristen Nolan, Senior Client Account Manager at Interview Valet. As a military spouse, mother of three, and active community volunteer, Kristen shares her battle-tested strategies for managing a packed schedule. Her number one tip? Taking control of your calendar through intentional time blocking. Discover how this simple yet powerful technique helps Kristen juggle professional responsibilities while maintaining flexibility for life's unexpected moments and personal priorities.Detailed AnalysisEffective calendar management might be the most underrated skill in today's busy professional landscape. Kristen Nolan, who juggles multiple roles with impressive grace, offers a masterclass in time management that any customer success professional can immediately implement.Kristen's approach centers on what she calls "Z to A thinking" - a methodology where she identifies all weekly tasks first, then strategically schedules them on her calendar. This proactive stance ensures nothing falls through the cracks while maintaining flexibility to adapt when needed. As Kristen points out during the conversation, this intentionality creates space for both productivity and spontaneity - a balance many professionals struggle to achieve.For customer success professionals, Kristen's advice is particularly valuable. The demanding nature of client-facing roles often leads to reactive scheduling practices, where calendars become overrun with meetings, leaving little time for focused work. By implementing Kristen's time blocking technique, CS teams can carve out dedicated space for deep work while still maintaining client availability.What makes Kristen's approach stand out is her holistic perspective - combining personal and professional commitments in a single calendar system. This integrated view prevents the common pitfall of overbooking and creates realistic expectations for what can be accomplished each day. For customer success teams looking to improve efficiency without sacrificing client relationships, this balanced methodology offers a practical framework that can transform productivity.The customer success playbook continues to evolve, but fundamental skills like time management remain essential building blocks for professional excellence. Kristen's insights remind us that sometimes the simplest strategies yield the most powerful results.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textAs artificial intelligence promises to revolutionize project management, many professionals feel caught between excitement and overwhelm. In this AI Friday finale of their three-part series, Kevin Metzger and Roman Trebon explore with Elizabeth Harrin how to harness AI's power without losing the human touch. From security concerns to practical applications, Elizabeth delivers a refreshingly pragmatic approach to integrating AI into your project management toolkit without adding complexity to your already full plate.Detailed AnalysisThe episode begins with a reality check that resonates across industries: despite AI's massive potential, most project managers aren't using it – primarily due to security protocols and corporate restrictions. Elizabeth's survey findings reveal a gap between AI's promises and its practical adoption, setting the stage for a conversation about realistic implementation.Rather than pushing for revolutionary changes, Elizabeth advocates for evolution. Her advice? Start with AI functionality already embedded in your existing tools. Microsoft Copilot for meeting summaries, automated task suggestions, and workflow automation represent low-hanging fruit that sidesteps security concerns while delivering immediate value.Roman's observation about the basics strikes a chord – while early adopters race toward advanced AI applications, many professionals haven't even discovered time-saving fundamentals like automated meeting transcriptions. This highlights a crucial insight: successful AI adoption isn't about chasing the latest technology; it's about finding tools that solve real problems without creating new ones.Elizabeth's vision for AI focuses on eliminating repetitive work to create space for high-value activities like relationship building and strategic thinking. She paints a picture of AI as an assistant that handles data collection and analysis, freeing project managers to focus on what computers can't do – engage with people and build trust.The conversation takes a practical turn with specific examples. Imagine uploading a year's worth of monthly reports and asking AI to generate an annual summary – transforming hours of manual compilation into minutes of review. Or consider tools like ClickUp generating task lists from project ideas, or Tom's Planner and Nimble surfacing potential actions from historical data.Elizabeth's forward-looking perspective is particularly intriguing. She envisions AI analyzing historical performance data to predict deadline reliability – "Kevin has hit his deadlines 3% of the time" becomes actionable intelligence for better planning. While the percentage might sting, the insight enables smarter project management.The episode concludes with a powerful reminder: AI should support your work, not create more of it. For customer success professionals managing multiple projects, this means choosing tools that genuinely reduce cognitive load rather than adding another layer of complexity to master.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textWhen multiple projects collide with competing deadlines, stakeholder management becomes an art form. In this dynamic episode of the Customer Success Playbook, Kevin Metzger and Roman Trebon continue their conversation with Elizabeth Harrin, exploring the intricate dance of aligning diverse stakeholder expectations. From financial services to healthcare, Elizabeth shares her cross-industry insights on what truly matters to different stakeholders and how to orchestrate harmony amid chaos.Detailed AnalysisThe episode opens with Elizabeth's compelling cross-industry comparison that immediately sets the tone for nuanced stakeholder management. Her transition from financial services to healthcare revealed a fundamental truth: what matters most varies dramatically by context. In finance, deadlines reign supreme; in healthcare, quality trumps timing when lives are at stake. This powerful example illustrates why understanding stakeholder priorities isn't just good practice – it's essential for project success.Elizabeth introduces her stakeholder prioritization grid, a tactical tool that transforms vague relationship management into strategic action. The framework helps project managers navigate the complex web of expectations by first identifying what each stakeholder values most – whether it's time, cost, quality, or social impact. This clarity becomes the North Star for prioritization decisions.The conversation takes a practical turn with Elizabeth's "Five Email Rule" – a communication strategy that recognizes when digital ping-pong needs to become actual dialogue. After five exchanges, pick up the phone or schedule a meeting. It's a simple yet powerful reminder that efficiency sometimes means stepping away from the keyboard.Roman's enthusiasm for tactical tools shines through as he highlights the real-world applicability of Elizabeth's methods. This isn't theoretical project management; it's battle-tested wisdom that acknowledges stakeholders are just as overwhelmed as project managers. Elizabeth's solution? Become "easy to do business with" by streamlining communications, creating consolidated reports, and establishing predictable patterns.The discussion culminates in a masterclass on transparency and trust. When competing demands surface, honest conversations about trade-offs become possible only when you've built that foundation of trust. Elizabeth emphasizes that while you can accomplish anything with enough resources, reality demands smart choices within constraints. By making these constraints visible, project managers empower stakeholders to guide prioritization effectively.This episode delivers a crucial message for customer success professionals: managing multiple projects isn't just about juggling tasks – it's about orchestrating relationships, understanding diverse priorities, and creating systems that make collaboration effortless.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textEver feel like you're juggling flaming torches while riding a unicycle? That's modern project management for you. In this episode of the Customer Success Playbook, Kevin Metzger and Roman Trebon welcome Elizabeth Harrin, the mastermind behind the award-winning Rebels Guide to Project Management. With over two decades of experience helping professionals navigate the chaos of multiple projects, Elizabeth reveals her battle-tested strategies for maintaining sanity when the pressure cooker of deadlines starts whistling.Detailed AnalysisThe conversation kicks off with Elizabeth dropping a truth bomb that resonates across industries: project management isn't just for project managers anymore. Whether you're in customer success, sales, or support, you're likely juggling multiple initiatives that directly impact client satisfaction. The beauty of Elizabeth's approach lies in its simplicity – she transforms overwhelming to-do lists into manageable "buckets of work."Her number one tip? Start with visibility. Most professionals treat their workload like an endless scroll of doom, but Elizabeth advocates for packaging work into digestible categories. Think of it as Marie Kondo-ing your project portfolio – group by client, deadline, or theme, then ruthlessly prioritize what truly sparks value.The discussion takes a practical turn when Elizabeth introduces her "top three goals" approach. By identifying three key objectives each evening for the next day, you create a roadmap that prevents the dreaded email rabbit hole. Roman Trebon enthusiastically validates this method, sharing his own success with a similar journaling practice – proof that even the busiest professionals can benefit from this deceptively simple strategy.What sets this episode apart is Elizabeth's emphasis on personalization. She acknowledges that traditional prioritization models (like the famous "eat the frog" approach) don't work for everyone, especially those with neurodivergence. The key is experimentation – test different systems, keep what works, and adjust what doesn't. This flexible mindset transforms project management from a rigid framework into a dynamic toolkit.The episode concludes with a compelling reminder: effective project management isn't about doing more; it's about doing what matters. In an era where burnout lurks around every deadline, Elizabeth's approach offers a refreshing perspective on sustainable productivity.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textIn this final part of the Katie Smith trilogy on the Customer Success Playbook, we enter the brave new world of AI and marketing. Host Kevin Metzger explores the promises and pitfalls of generative tools with Katie, who brings her thoughtful and grounded take on how businesses can embrace automation while fiercely protecting their authenticity. If you've ever wondered how to use AI effectively without sounding like a robot, this one's for you.Detailed Analysis: AI isn't going anywhere—and that's exactly why it's time to get strategic. Katie Smith walks listeners through the essentials of adopting AI in a way that enhances rather than dilutes your marketing. The episode kicks off with her advice on building internal AI policies: what your team will use AI for, what it won't, and how to protect sensitive data along the way. Her mantra? Be proactive, not reactive.Katie also shares her go-to applications of AI in the creative process:Use AI as a co-creator to spark content ideas and draft early versionsTrain AI with your brand's voice and tone to maintain consistencyStay vigilant about hallucinations and homogenized contentShe emphasizes the importance of human review at every stage, especially when publishing customer-facing materials. AI is a brilliant assistant, but not a final authority.The discussion evolves into deeper insights on lead generation and real-time responsiveness. Kevin adds his own tricks for applying brand tone through prompt engineering and post-processing, offering a compelling use case that blends Claude, GPTs, and content repurposing magic.Finally, the two zoom out to a broader question: How do you optimize your brand for AI-driven search and recommendations? It's an emerging discipline with massive implications, and Katie teases what's to come from leaders in B2B and digital strategy.Whether you're testing the AI waters or already building internal GPTs, Katie's thoughtful approach provides the guardrails needed to preserve quality and trust in a world of automation.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a text Back for part two with Katie Smith on the Customer Success Playbook, and this time we're tearing down silos. In this Wednesday edition, host Kevin Metzger guides a conversation focused on how to bring marketing and customer success into harmony. Katie—founder of Wild Path Consulting and fractional CMO—shares a blueprint for unifying teams, streamlining customer journeys, and turning internal collaboration into a competitive advantage.Detailed Analysis: This episode is less about theory and more about execution. Katie Smith gets candid about why alignment between marketing and customer success isn't a nice-to-have—it's the lifeline of sustainable growth. Her argument is clear: the closer these departments work together, the more seamless and authentic the customer experience becomes.Katie emphasizes that customer success is the closest link a company has to real-time customer sentiment. And yet, too often, that feedback gets lost in the shuffle. Her proposed fix? Cross-functional meetings, shared goals, and a top-down commitment to break the silos. She outlines how marketing can use insights from customer success to better tailor messaging, avoid overpromising, and reinforce consistent value.The conversation gets practical with ideas on how to structure interdepartmental communication, including:Setting up regular syncs between CS and marketingReporting loops where both sides share qualitative and quantitative insightsShared definitions of success, ideal customer profiles, and journey checkpointsKatie also urges organizations to think beyond marketing and CS. Sales, product, ops—even the loadout teams in a manufacturing company—all contribute to the customer experience and need to be part of the marketing ecosystem. It's a holistic view that turns internal collaboration into customer satisfaction.And if you've ever felt the pain of over-promised marketing and under-delivered onboarding, Katie's advice on co-created alignment is a must-listen.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textThis episode of the Customer Success Playbook podcast is a breath of fresh Livingston, Montana air. Kevin Metzger sits down with Katie Smith, fractional CMO and founder of Wild Path Consulting, to unpack how strategic marketing and proactive customer listening can transform customer relationships and drive sustainable growth. Katie dives into tactics that ensure continuous customer engagement, especially in volatile markets, and shares actionable insights on how aligning customer feedback with marketing can unlock next-level success.Detailed Analysis: Katie Smith's marketing philosophy is simple but potent: Always keep your ear to the ground. As a fractional Chief Marketing Officer, she specializes in building scalable strategies by embedding listening loops throughout the customer lifecycle. In this episode, Katie unpacks the critical role of subtle, continuous feedback gathering—from onboarding questions like "What are you most excited about?" to reflective prompts such as "What has changed the most for you?"She emphasizes integrating these questions into everyday interactions rather than relying on clunky surveys. It's about embedding marketing intelligence into the customer success function. And here's the kicker: Katie makes a strong case that the insights from customer success should be fueling marketing strategy just as much as sales data does. That shift in mindset helps brands stay ahead of the curve—adjusting messaging, realigning offerings, and reinforcing value in real time.The conversation also touches on the broader organizational alignment between marketing and customer success teams. With fast-moving market shifts, this collaboration isn't just beneficial; it's essential. Katie leaves us with a compelling preview of part two, where the focus sharpens on co-owning long-term value across departments.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textClose out the week with a power-packed episode of the Customer Success Playbook, as Roman Trebon and Kevin Metzger welcome Joe Di Grande for a lively Friday discussion on AI in customer success! Joe shares an honest look at how AI can supercharge your customer success playbook—but only if deployed with clarity and purpose. Learn how to avoid the common pitfall of chasing shiny AI tools without aligning them to your actual goals. From automation to predictive analytics, this episode is a must-listen for forward-thinking CS and product marketing teams.Detailed Analysis: In a world where every scroll brings a new "game-changing" AI app, Joe Di Grande brings much-needed sanity to the conversation. Returning to the Customer Success Playbook, Joe shares practical ways AI can drive serious gains—faster customer engagement, smarter predictive analytics, better documentation—but not without a word of caution: it's not about the tool, it's about the goal.Joe lays out a clear decision framework: start by asking what business problem you're solving, measure the potential time savings, and always weigh the cost versus value, much like any traditional tech investment. He shares examples from his own consulting work, including custom GPT bots, clever workflow automation with tools like Tango, and AI-driven stakeholder management.Kevin and Roman add extra layers of wisdom, emphasizing that AI project evaluation is not fundamentally different from any other project: start with objectives, measure value, manage implementation smartly. Along the way, they give a shoutout to innovative tools like Cast.app and discuss how to stay grounded when AI hype is everywhere.If you want to integrate AI into your customer success playbook—without losing focus or budget—this episode delivers practical, optimistic, and realistic strategies.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textGear up for an energizing discussion on tech stacks and smart scaling! In this midweek episode of the Customer Success Playbook, Kevin Metzger and Roman Trebon welcome Joe Di Grande back to tackle a pressing issue: bloated CS tech stacks. Joe shares why so many organizations fall into this trap and delivers actionable advice on how to avoid or fix it. From building cross-functional committees to starting tech ops planning early, Joe's wisdom is essential for anyone striving to build a lean, mean customer success machine.Detailed Analysis: Joe Di Grande's return to the Customer Success Playbook is like having your favorite professor hand you the cheat sheet to a passing grade. In this session, he unpacks why bloated tech stacks happen: a lack of operational foresight, siloed decision-making, and the absence of data-first strategies. Acquisition fever might keep the lights on, but without systems thinking, organizations find themselves in a tangled mess of redundant tools.Joe highlights a proactive cure: form a cross-functional committee that includes sales, marketing, CS, and product voices. Bonus points if you find your "ops-minded" champions by tapping the power users of existing tools! His approach is practical, tactical, and refreshingly unpretentious.For those starting from scratch (aka "dream budget approved!" scenarios), Joe delivers a fantasy list of tech essentials: a reliable CRM, a centralized data warehouse, sales engagement tools, data enrichment platforms, marketing automation solutions, and customer success platforms—all strategically selected to foster scalability and transparency.Joe's core advice? Think operations early, communicate often, and let your data be the thread tying it all together. It's a masterclass in balancing ambition with operational excellence for any customer success playbook.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textReady to rethink your approach to customer success without draining your budget? In this episode of the Customer Success Playbook, hosts Roman Trebon and Kevin Metzger sit down with Joe Di Grande, founder of Joe DE's Tech Touch, to demystify tech touch strategies. Joe shares practical methods for building a tech touch framework even when your data is scattered and your budget is tight. You'll discover how understanding your goals, auditing your current data, and leveraging freemium tools can set the foundation for scalable and impactful customer success initiatives.Detailed Analysis: Joe Di Grande dives into the evolution of "tech touch" — from a basic method of handling long-tail customer segments to a full-fledged strategic pillar within modern customer success playbooks. He emphasizes that success doesn't start with the fanciest tools but with a clear understanding of your goals and the data you already have. Joe cleverly outlines how even spreadsheet-based strategies can kick off a winning initiative if you keep your eyes on key lifecycle markers like contract dates.Resourcefulness takes center stage as Joe highlights a roster of budget-friendly tools — including Zapier, Apollo.io, and Tango.io — that can empower even the scrappiest startups to automate engagement and education touchpoints. By focusing first on aligning data and customer lifecycle stages, organizations can set up low-cost experiments that yield big insights and pave the way for future investment in tech success platforms.Whether you're a startup looking to stretch every dollar or an enterprise recalibrating your customer success operations, this conversation offers a refreshing, grounded take on scaling smartly. Joe's energy and real-world examples make this a can't-miss episode for anyone seeking to modernize their customer success playbook with tech touch strategies.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textIn the final chapter of a compelling three-part series on the Customer Success Playbook, hosts Kevin Metzger and Roman Trebon sit down once more with communication strategist Mary Schmid to explore whether artificial intelligence can play a meaningful role in building trust. With AI Fridays in full swing, the conversation veers into uncharted territory: can AI actually help us become better listeners, or are we outsourcing our empathy to machines?Detailed Analysis: AI in customer success is no longer theoretical; it's operational. From onboarding workflows to meeting recaps, AI is here to streamline. But the question Mary Schmid challenges us with is not can AI help, but how and where should it be used? With characteristic wit and wisdom, she makes it clear: AI can emulate empathy, but it can't feel it. The result? AI may simulate care, but it can't substitute human connection.The group reflects on how AI, while useful for efficiency and summarization, may inadvertently encourage disengagement. Roman candidly shares how AI-generated transcripts have made him a lazier listener—a relatable confession for many knowledge workers navigating tech overload. Mary counters with a powerful reminder: presence is a choice. No matter how smart your tools, nothing replaces being fully in the conversation.This episode offers a practical and philosophical blueprint for integrating AI responsibly. Use it for insights, yes. Use it for speed, definitely. But never let it replace your human instinct to connect. Mary leaves us with a challenge: show up with your eyes, ears, and heart—because no algorithm can replicate that.Bonus treat: Mary created a downloadable resource exclusively for Customer Success Playbook listeners. Grab it at maryschmid.com/csb — it includes free resources and even complimentary access to her book.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookCheck out https://funnelstory.ai/ for more details about Funnelstory. You can also check out our full video review of the product on YouTube at https://youtu.be/4jChYZBVz2Y.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textStrap in for another riveting episode of the Customer Success Playbook, where empathy isn't just a buzzword—it's a business advantage. Hosts Kevin Metzger and Roman Trebon are once again joined by communication maven Mary Schmid, who unpacks the neurological power of empathy and its pivotal role in client trust and loyalty. From the depth of scuba diving to the magic of emotional connection, Mary shares how listening with genuine curiosity can shift even the most transactional relationships into long-term partnerships.Detailed Analysis: In this Wednesday "One Big Question" edition, the trio explores how empathy drives client loyalty, especially in high-stakes sectors like finance. Mary challenges the misconception that empathy is about agreement, reframing it instead as a courageous act of understanding. Through her neuroscience-informed approach, she explains how empathy fosters psychological safety, laying the groundwork for trust.The conversation ventures into practical insights for customer success professionals: the importance of leading with emotional curiosity, the discipline of "listening to connect," and how to gracefully introduce differing perspectives once mutual understanding is established. Mary introduces a powerful sequence: empathy first, connection second, and then collaboration. The episode highlights that curiosity and compassion aren't liabilities—they are strategic tools.Also discussed: how leaders can break free from monologue mode by shifting into learner mode, and how to handle moments when your perspective diverges from the client's. Spoiler: it involves asking permission to share, not bulldozing your view across the conversation table.Roman humorously pitches Mary for a bigger stage beyond customer success, and honestly, we agree.The bottom line? Connection comes before correction. Action comes after understanding.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookCheck out https://funnelstory.ai/ for more details about Funnelstory. You can also check out our full video review of the product on YouTube at https://youtu.be/4jChYZBVz2Y.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a text In this high-impact episode of the Customer Success Playbook, hosts Kevin Metzger and Roman Trebon welcome Mary Schmid, MBA, a communication and leadership expert with a passion for rewiring how we listen. Mary reveals how to shift from surface-level exchanges to trust-building dialogues by embracing her "Conversational Edge" framework. Rather than defaulting to advice-giving, Mary urges professionals to pause and lean into connection-first listening. With a foundation in neuroscience, she explains how we unconsciously drop out of conversations every 12 to 18 seconds—and how to stay tuned in. If you think you're a good listener, this episode might surprise you.Detailed Analysis: This episode flips the script on what it means to be a "trusted advisor." Mary Schmid argues that client relationships are often eroded by a focus on proving expertise instead of demonstrating care. Using brain science as a guide, she introduces the idea that effective listening triggers the brain's trust response. Listeners are walked through a conversational sequence that begins with understanding the situation, moves into exploring the client's thoughts and emotions, and culminates in assessing the impact. The goal? Helping clients feel heard, not herded.Mary deftly explains how traditional expertise-driven dialogue creates power imbalances, pushing clients into defensive, disengaged states. In contrast, her approach taps into the oxytocin-powered trust circuit by creating psychological safety. The episode offers practical examples and humorous insights—including Kevin getting called out for zoning out every few seconds (we're looking at you, Kevin).For business leaders and customer success professionals, Mary provides a vital reminder: real influence stems from emotional connection, not intellectual superiority. When you guide a client into collaborative discovery, rather than corner them with solutions, you spark engagement and build lasting loyalty.Her parting wisdom? Respect begins with listening to connect, not correct.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookCheck out https://funnelstory.ai/ for more details about Funnelstory. You can also check out our full video review of the product on YouTube at https://youtu.be/4jChYZBVz2Y.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textIn this forward-looking Friday edition of the Customer Success Playbook, Cairo Marsh returns to round out his trilogy of episodes with a critical discussion: can artificial intelligence enhance empathy in customer experience, or does it risk eliminating the human touch? Cairo, Roman, and Kevin dive into the real-world uses of AI in sentiment analysis, automation, and service design, exploring when and how AI tools can be customer-centric rather than just cost-centric. From call centers to cultural nuance, this conversation balances optimism with realism.Detailed Analysis: The final installment in Cairo Marsh's series on the Customer Success Playbook podcast explores the intersection of artificial intelligence and empathetic customer experience. While AI is often championed for its efficiency and cost-saving potential, Cairo is quick to caution that most implementations prioritize business needs over customer value—a misalignment that risks undermining trust.He argues that true empathy-driven AI must empower the customer, not just the brand. The conversation unpacks this idea with practical examples: AI as a helpful tool for low-value, transactional queries ("Did my payment clear?") versus high-emotion, high-stakes moments ("I've been in a car accident"), where human connection is irreplaceable. The team discusses the strategic importance of context in deciding where AI belongs.But the episode doesn't stop at critique. Kevin and Roman offer ideas on human-AI collaboration—pairing agents with AI copilots to enhance real-time service without sacrificing warmth. Cairo reinforces that the real opportunity lies in using AI to support customers on their terms, not as a substitute for authentic engagement.In a surprisingly touching moment, Cairo shares a story from a bank in Taiwan, illustrating that sometimes, the most valuable service is simply human presence. As businesses embrace automation, remembering our innate desire for connection may be the key to designing AI with empathy.This episode challenges us to ask: Is your AI working for you, or for your customers?Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookCheck out https://funnelstory.ai/ for more details about Funnelstory. You can also check out our full video review of the product on YouTube at https://youtu.be/4jChYZBVz2Y.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textIn this midweek edition of the Customer Success Playbook, Cairo Marsh returns to the mic to explore the layered world of empathetic marketing across cultures. From the Bronx to Tokyo, Cairo's lived experience adds a global lens to his practical insights on designing connection-first marketing strategies. He unpacks how empathy drives retention, not just acquisition, and reveals a three-tiered framework for building brand relationships based on product, brand identity, and social capital.Detailed Analysis: Cairo Marsh is back for part two, and the conversation dives even deeper. What begins as a lighthearted exchange about food adventures in Tokyo quickly transforms into a tactical discussion on what it means to build marketing strategies that resonate across diverse cultural contexts.The heart of this episode lies in Cairo's model of connection:Functional (product value)Emotional (brand resonance)Social (status or identity alignment)By structuring messaging and experiences around these layers, brands can meet customers where they are—geographically and emotionally. Cairo shares how this model works globally, with examples from his own bi-continental agency experience.But Cairo doesn't stop at strategy. He addresses the million-dollar question: how do you measure the impact of empathy? His answer is both practical and powerful: combine transactional data with perceptual insights to understand not just what customers do, but why they do it. That "why," he argues, is the leading indicator of business success.Crucially, the episode draws a bridge between marketing and customer success. Cairo emphasizes that empathy shouldn't end at conversion. It's the glue that holds the entire post-sale journey together—retention, loyalty, and advocacy all benefit when brands treat customers like humans, not just metrics.This conversation is a masterclass in global customer connection and a blueprint for embedding empathy across every phase of the customer journey. It's also a prelude to the next episode, where Cairo returns to unpack how AI fits into the empathy equation.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookCheck out https://funnelstory.ai/ for more details about Funnelstory. You can also check out our full video review of the product on YouTube at https://youtu.be/4jChYZBVz2Y.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textThis episode of the Customer Success Playbook welcomes Cairo Marsh, Founder and Executive Partner of Relative, for a thought-provoking conversation on empathy-led marketing. Cairo shares his top tip for organizations seeking to harness empathy as a competitive advantage: focus on value at every touchpoint. From Patagonia's purpose-driven branding to the basics of transactional incentives, Cairo offers real-world examples of brands that resonate by placing customer needs front and center. It's not just marketing—it's relationship building at scale.Detailed Analysis: In this crisp yet powerful episode, Cairo Marsh challenges traditional marketing mindsets by reframing empathy as a strategic asset rather than a soft skill. He lays out a pragmatic approach to empathetic marketing that begins with a deceptively simple question: "What does your audience need right now?" It's not about gimmicks or grand gestures but about delivering meaningful value at every interaction.Using brands like Patagonia as a compass, Cairo underscores how value can transcend the transactional. Patagonia's commitment to sustainability offers customers purpose beyond product—a model for values-driven engagement that earns loyalty. On the flip side, Cairo doesn't shy away from acknowledging that even simple sweepstakes or incentives can serve as valid forms of value, as long as they're designed with the customer's benefit in mind.The conversation also touches on the psychological shift needed within companies. Empathy isn't a campaign—it's a culture. And it begins with a genuine interest in your customer's world. Cairo likens this to personal relationships, where curiosity and attentiveness build trust. Businesses should behave less like sociopaths (his words, not ours) and more like thoughtful partners.Whether you're building a brand or fine-tuning your customer journey, this episode is a potent reminder: empathy scales. It informs marketing, strengthens loyalty, and enhances every element of the customer success playbook.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookCheck out https://funnelstory.ai/ for more details about Funnelstory. You can also check out our full video review of the product on YouTube at https://youtu.be/4jChYZBVz2Y.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textIn the final episode of this powerful three-part series, the Customer Success Playbook Podcast welcomes back Shep Hyken for a forward-looking discussion on AI's role in customer experience. From customer trust and chatbot misfires to the fear of messing up (FOMU), Shep breaks down the opportunities and pitfalls of artificial intelligence in service.Detailed Analysis: Kevin Metzger and Roman Trebon wrap up the Shep Hyken trilogy with a candid conversation on how AI is both transforming and challenging the customer service landscape. While 68% of customers still prefer phone support, Shep's latest research reveals a promising shift: 50% of consumers have successfully resolved issues with AI-driven support. But there's a catch—another 50% report being misled by AI.That duality sets the stage for Shep's deeper message: AI must offer convenience without creating confusion. The brands that win will be those who design seamless handoffs to humans when bots fall short, and those who tailor support channels based on customer demographics. Shep emphasizes that CX isn't about chasing tech trends—it's about knowing your customer and building trust at every touchpoint.He introduces a key fear hindering AI adoption: not FOMO (fear of missing out), but FOMU—fear of messing up. Many organizations hesitate to modernize due to sunk costs in legacy tech or risk aversion among leadership. But as Shep points out, the true risk is falling behind the expectations set by the best experiences customers have had—regardless of industry.As a bonus, Shep shares where to find his expansive research, including his 2025 State of Customer Service and CX report, freely available at https://hyken.com/research/.This episode is essential for any business leader looking to leverage AI wisely and responsibly in the age of customer experience.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookCheck out https://funnelstory.ai/ for more details about Funnelstory. You can also check out our full video review of the product on YouTube at https://youtu.be/4jChYZBVz2Y.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textIn this value-packed episode of the Customer Success Playbook podcast, Shep Hyken returns for Part 2 of our three-part series to address the billion-dollar question: How do companies balance price sensitivity with the growing demand for exceptional customer experiences? From mentalism to magic moments, Shep draws surprising parallels between sleight-of-hand and customer loyalty while unpacking game-changing insights from his CX research.Detailed Analysis: Kevin Metzger and Roman Trebon dive deep with customer service guru Shep Hyken, and this time it's all about one powerful word: convenience. Drawing from his acclaimed book The Convenience Revolution and the 2025 State of Customer Service and CX report, Shep lays out how brands can make price less relevant by making the customer experience more effortless. And no, that doesn't mean grand gestures—it means smart, consistent, and friction-free experiences.Key insight? A whopping 59% of consumers are willing to pay more for a better experience, but especially for one that's more convenient. Case in point: Shep shares a brilliant Wall Street Journal case study showing how simplifying subscription forms led to a measurable increase in conversions. The takeaway? Every unnecessary field is a friction point that erodes revenue.Shep also explores how the pandemic accelerated customer expectations for convenience—a trend that is here to stay. He uses real-life examples, including Amazon and even a local car dealership in St. Louis, to prove that making things easy builds loyalty that price alone can't buy.And if you thought this was all business, think again. Shep opens the episode with a personal twist—his love for guitar, magic, and Ayn Rand's The Fountainhead, weaving them seamlessly into his customer service philosophy.Don't miss this episode if you're in customer success, support, or CX leadership. For more context and deeper insights, explore Shep's full CX research at https://hyken.com/research/.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookCheck out https://funnelstory.ai/ for more details about Funnelstory. You can also check out our full video review of the product on YouTube at https://youtu.be/4jChYZBVz2Y.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textGet ready for a masterclass in customer service strategy with the legendary Shep Hyken. In this milestone episode of the Customer Success Playbook podcast, Shep breaks down key takeaways from his newly released "2025 State of Customer Service and CX" report. Discover why being merely "fine" won't cut it anymore, how consistency trumps heroics, and the one word that defines customer loyalty.Detailed Analysis: In this lively and enlightening conversation, Kevin Metzger and Roman Trebon sit down with renowned speaker and author Shep Hyken to unpack the shifting expectations shaping the future of customer service. Shep's insights challenge the outdated belief that "satisfactory" is good enough. Spoiler alert: it's not. According to his report, 27% of customers say they'll start looking elsewhere if a company only delivers a satisfactory experience. In his words, "Fine is the F-bomb of customer experience."But what does it take to rise above "fine"? Shep doesn't just point to grand gestures; instead, he emphasizes the power of small, consistent actions. Whether it's using a customer's name or always being helpful and approachable, it's about showing up reliably and slightly exceeding expectations. Shep shares how legendary brands like Ritz-Carlton win not by going over the top, but by being just 10% better than average—consistently. That 3.3 on a 5-point scale? That's where magic lives.This episode is packed with actionable gems for anyone in customer success, support, or CX leadership. If you're looking to fine-tune your 2025 customer strategy, Shep delivers the roadmap with charm, clarity, and a touch of humor.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookCheck out https://funnelstory.ai/ for more details about Funnelstory. You can also check out our full video review of the product on YouTube at https://youtu.be/4jChYZBVz2Y.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textIn the finale of our three-part series, Matt LeMay takes on the tech world's shiniest object: artificial intelligence. From summarizing meeting notes to influencing million-dollar decisions, AI is here to stay. But Matt warns against using AI as a goal unto itself. Product teams must ground their experimentation in business logic—or risk becoming distractions.Detailed Analysis: Episode 39 brings a timely and pragmatic take on AI in product management. Matt acknowledges AI's strengths—particularly in summarizing information and idea generation—but urges caution. When AI tools lack source context, they can mislead as easily as they can inform. The key is discernment: understanding when AI adds value and when it distracts.The team unpacks how AI is impacting product roadmaps, budgeting, and even job security. Matt shares war stories of teams told to "do something with AI," only to later realize the result consumed $200K to close a $50K deal. Oops.But this isn't an anti-AI rant. Matt offers frameworks to leverage AI wisely while keeping business impact front and center. If you're going to play with shiny tools, make sure they're solving real problems.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookCheck out https://funnelstory.ai/ for more details about Funnelstory. You can also check out our full video review of the product on YouTube at https://youtu.be/4jChYZBVz2Y.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textIn part two, the gloves come off. Kevin and Roman dive into the chaos of defining impact across diverse teams with Matt LeMay. From freemium metrics to ROI confusion, Matt exposes why so many organizations fail to align on what "impact" actually means. This episode is your backstage pass to better collaboration and smarter goal setting.Detailed Analysis: Episode 38 tackles the messy business of misaligned metrics. Matt shares how product teams often assume they understand impact—only to find marketing, customer success, and sales have completely different definitions. The result? Disjointed strategies and missed opportunities.Matt calls for radical alignment: teams should set goals no more than one step removed from company-level objectives. This not only surfaces tension between teams (think lifetime value vs. new users) but creates a dialogue for harmonizing objectives. Collaboration isn't optional; it's the secret weapon.The episode also zooms out, showing that Matt's framework applies far beyond product. Marketing, customer success, even sales can use the same approach to rethink how they measure success. This isn't just a methodology. It's a mindset shift. If your goals live in the middle zone of vagueness, it's time to bridge the gap between strategy and execution.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookCheck out https://funnelstory.ai/ for more details about Funnelstory. You can also check out our full video review of the product on YouTube at https://youtu.be/4jChYZBVz2Y.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textWe kick off this powerhouse three-part series with Matt LeMay, author of Impact First Product Teams. In this episode, we challenge the default mindset of "shipping features" and dig into how product teams can align closely with business-level outcomes. Matt lays down his number one tip for product leaders: set goals that are both high impact and high specificity. Prepare to rethink everything you thought you knew about prioritizing work.Detailed Analysis: Episode 37 sets the foundation for what it truly means to run a high-impact product team. Matt LeMay debunks the myth that asking leadership what they expect is the best starting point. Instead, he argues that teams must own the understanding of their value, crafting goals that tie directly to revenue, growth, or customer success metrics. The formula? Set ambitious, specific, and time-bound objectives. But here comes the twist: doing this invites the Eye of Sauron (yes, that Lord of the Rings reference was glorious). High visibility comes with accountability.Matt doesn't just stop at theory. He discusses how real teams can move from doing busy work to delivering business value by asking the right internal questions and being brave enough to commit to uncomfortable levels of accountability. Product leaders, take note: if your team is just shipping features, you may already be obsolete.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookCheck out https://funnelstory.ai/ for more details about Funnelstory. You can also check out our full video review of the product on YouTube at https://youtu.be/4jChYZBVz2Y.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textIt's AI Friday on the Customer Success Playbook! In this forward-looking finale of our three-part series with Ken Sandy, we explore how artificial intelligence is reshaping product leadership. From discovery and prototyping to ethical decision-making and team collaboration, AI is not just changing the tools—it's changing the very skills product managers need. Whether you're a product leader or part of a cross-functional team, this conversation offers a roadmap for navigating the AI evolution without losing your human touch.Detailed Description: In this must-listen conclusion to our three-part series, Roman Trebon and Kevin Metzger sit down once again with Ken Sandy, author of The Influential Product Manager, to dissect how AI is revolutionizing the way product managers work.Ken kicks things off with a big-picture perspective: AI's impact will be long-term and transformative, but not immediate or magic. Drawing from past technological revolutions, he explains the familiar hype cycle—from inflated expectations to eventual disruption—and positions AI right in the middle of it.But the real gold is in the practical insights. Ken dives into how AI will affect key aspects of product management:Discovery: Use AI to mine customer support data, user behavior, and feedback at scale, unlocking deeper, faster insights.Prototyping: Rapidly build and iterate concepts using AI-driven tools, allowing for early validation (and quick abandonment of bad ideas).Experimentation: Run more robust, scalable tests that bring clarity to customer behavior and optimize solutions in-market.Ken also delivers a reality check: AI is powerful, but it doesn't replace collaboration. The partnership between product, design, engineering, and CX is more essential than ever. He warns against operating in silos or outsourcing ethical judgment to machines. AI may hallucinate; your team still needs to lead.Plus, the group tackles the tricky topic of technical debt, the future of documentation, and why empathy remains a product leader's superpower. This isn't just a conversation about AI—it's a compelling call to reimagine how we solve problems together.If you want to lead with AI rather than be led by it, this episode is your launchpad.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookKeywords:Artificial IntelligenceProduct ManagementCustomer Success PlaybookStrategic InnovationDiscoveryPrototypingExperimentationCross-functional CollaborationTechnical DebtEmpathy in LeadershipCheck out https://funnelstory.ai/ for more details about Funnelstory. You can also check out our full video review of the product on YouTube at https://youtu.be/4jChYZBVz2Y.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textIn this dynamic midweek episode of the Customer Success Playbook, Kevin Metzger and Roman Trebon are back with product leadership veteran Ken Sandy. This time, Ken tackles one of the most pressing challenges in modern product management: how to juggle the urgent demand for quick wins with the strategic need for long-term customer value. He delivers practical frameworks, witty anecdotes, and powerful reframes that will resonate far beyond the product team.Detailed Description: We've all felt the squeeze: stakeholders want that feature live yesterday, while customers expect thoughtful innovation. In this energizing conversation, Ken Sandy—author of The Influential Product Manager—returns to the Customer Success Playbook to answer one big question: how can product leaders (and cross-functional teams) balance short-term revenue goals with long-term innovation?Ken starts with a provocative truth: solving meaningful customer problems should inherently deliver business value. If it doesn't, the strategy might be missing the mark. He then walks through three steps to align customer-centric strategy with day-to-day execution:Elevate customer value metrics to stand shoulder-to-shoulder with revenue goals.Build and own a strategic roadmap that provides clarity and intention beyond reactive requests.Track and communicate resource allocation so trade-off decisions are rooted in data, not drama.What follows is a masterclass in how influence, transparency, and structured thinking can replace the chaos of ad hoc demands. Ken's insights extend beyond product management. Customer success teams, account managers, and business leaders will find immediately usable tools to help their organizations solve the right problems for the right reasons.Don't miss this sharp, relatable, and practical playbook for aligning execution with vision—no matter what department you call home.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookCheck out https://funnelstory.ai/ for more details about Funnelstory. You can also check out our full video review of the product on YouTube at https://youtu.be/4jChYZBVz2Y.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textIn this episode of the Customer Success Playbook, hosts Roman Trebon and Kevin Metzger sit down with Ken Sandy, author of The Influential Product Manager, to uncover the secret sauce behind leadership without formal authority. Ken draws on 25 years of product leadership to explain why "leading through influence" isn't just a survival skill—it's a superpower. From understanding organizational objectives to aligning cross-functional teams around shared goals, Ken emphasizes that effective leadership is rooted in context, not control.Detailed Description: Product managers often find themselves in high-stakes roles without the luxury of direct authority. So how do they drive outcomes, rally teams, and deliver for customers? According to Ken Sandy, the answer lies in mastering the art of influence. In this episode, Ken challenges the common misconception that authority is essential for leadership and argues that real power comes from shared purpose and contextual clarity.Ken's number one tip? "Context is king." He explains how product managers (and frankly, anyone in a leadership role) can boost their influence by investing deeply in the "why" behind a project—not just the "what" or "how." When teams understand the problem space, customer needs, and desired outcomes, they become partners in problem-solving rather than passive executors of a plan.This conversation isn't just for PMs. Project managers, customer success professionals, and cross-functional leaders of all stripes will find actionable wisdom here. Ken also underscores that influence isn't a nice-to-have skill—it's a must-have capability for anyone navigating complex organizations. And spoiler alert: influence actually makes you more objective, more collaborative, and ultimately more effective.Packed with humor, insight, and practical guidance, this episode delivers a fresh perspective on leadership that breaks the mold. If you're ready to up-level your impact without needing a bigger title, this one's for you.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookCheck out https://funnelstory.ai/ for more details about Funnelstory. You can also check out our full video review of the product on YouTube at https://youtu.be/4jChYZBVz2Y.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textLet's demystify the magic behind streamlined customer success operations. In this episode of the Customer Success Playbook podcast, Kevin Metzger sits down with Gilad Shriki from Scope to unpack their strategic integration of FunnelStory. They dive into privacy-first data management, lightning-fast time-to-value, and how AI is reshaping how teams interact with data. Plus, find out why Gilad believes FunnelStory might just be the one platform to rule them all.Detailed Description with Business Insights: In this engaging episode of the Customer Success Playbook, Kevin Metzger interviews Gilad Shriki, Head of Customer Experience at Scope, who offers a real-world case study of successfully implementing FunnelStory. With Roman Trebon off this week, Kevin navigates a thoughtful conversation that brings valuable technical and strategic takeaways to customer success leaders.Gilad breaks down how Scope maintains data privacy by leveraging a custom anonymization layer before syncing anonymized data into BigQuery. From there, FunnelStory becomes the centerpiece of their CS tech stack, tightly integrated with HubSpot and Segment. The result? A seamless, compliant, and highly performant system that delivers actionable insights with minimal setup.The discussion peels back the curtain on modern data stack integrations, emphasizing the importance of time-to-value and the benefits of designing for automation-first customer success platforms. Gilad candidly explains how FunnelStory outperformed expectations by offering an intuitive plug-and-play experience and how its engineering team's responsiveness created a frictionless implementation.Most notably, Gilad envisions FunnelStory not just as a visibility tool but as a centralized hub for both automation and human interaction. His goal? A single pane of glass where CSMs manage sentiment, risk, and engagement—without needing to bolt on other platforms like Gainsight.If you're scaling a CS org or rethinking your tech stack, this episode is your playbook for staying lean without sacrificing power. Tune in and learn how a privacy-first, AI-powered, integrated system can revolutionize how you scale customer success.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textIn this engaging episode of the Customer Success Playbook Podcast, host Kevin Metzger sits down with Gilad Shriki from The Scope to explore how FunnelStory is transforming customer success operations. With seamless integration capabilities and a robust automation-first approach, FunnelStory is setting a new standard for customer success platforms.Gilad shares insights into how his team successfully integrated FunnelStory with BigQuery, HubSpot, and Segment, all while maintaining strict data privacy protocols. He also discusses how AI-driven automation is enhancing customer sentiment analysis and churn prediction, giving CS teams an edge in proactive engagement.Is Funnel Story truly a one-stop shop for customer success? Can businesses of all sizes leverage its automation without sacrificing human interaction? Listen in as Gilad provides a firsthand account of his experience and why he believes FunnelStory is reshaping the future of customer success management.Detailed Episode Insights:Seamless Integration: How The Scope connected FunnelStory with their existing data stack while maintaining PII privacy.Automation at the Core: Why starting with automation before layering in human interaction changes the game for CS teams.AI-Powered Efficiency: How FunnelStory is accelerating time-to-value and making predictive insights more accessible.Scalability & Growth: Can FunnelStory support businesses up to $500M in revenue? Gilad shares his perspective.The Future of CS Tech: What's next for AI-powered customer success platforms?Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textSummary: Dive into an engaging conversation with Gilad Shriki, Co-founder of Descope, as he shares transformative insights on leveraging FunnelStory to optimize customer journey visibility. Learn how understanding customer data can shape strategic decisions and drive impactful customer success initiatives. This episode offers a deep dive into how FunnelStory can bring clarity and actionable insights to complex customer behaviors.Detailed Analysis: In this episode of the Customer Success Playbook, Kevin Metzger hosts Gilad Shriki, Co-founder of Descope, who sheds light on the pivotal role FunnelStory played in transforming their approach to customer success. Descope, a customer identity and access management platform, faced challenges in understanding the varying paths customers took post-sign-up. Gilad candidly shares how implementing FunnelStory allowed Descope to visualize customer engagement, segment journeys, and prioritize action steps effectively.Gilad emphasizes the power of data visibility in managing diverse customer needs. By categorizing customers into profiles based on engagement levels, Descope could tailor actions and allocate resources more strategically. The episode highlights how FunnelStory's quick data integration and intuitive funnel views provide immediate clarity, enabling teams to proactively guide customers through their journey.For startups navigating rapid growth or mature companies seeking deeper customer insights, this episode underscores the importance of actionable data. It's a masterclass in how understanding customer behavior can elevate success strategies and drive meaningful engagement.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textSummary: In the finale of their insightful series, the Customer Success Playbook podcast hosts Roman Trebon and Kevin Metzger engage with Marcello Calbucci to unpack how AI is influencing the PR FAQ framework. Marcello shares key strategies on leveraging AI for research and feedback while cautioning against over-reliance that may erode critical thinking. From AI's role in enhancing processes to maintaining originality in strategic planning, this episode offers practical takeaways for leaders aiming to innovate wisely and effectively.Detailed Analysis: Wrapping up an engaging series with Marcello Calbucci, this episode dives deep into the intersection of AI and the PR FAQ framework. Marcello begins by distinguishing the different ways AI can be utilized in the strategic process—from research to critiquing work—but he issues a vital caution: relying on AI for strategic thinking can result in average outcomes and missed opportunities for true innovation.Key discussion points include:The three ways AI can support work: research, execution, and critique.Why using AI for strategic decision-making may lead to average, non-differentiated results.How AI can accelerate research while ensuring human oversight drives strategic creativity.The importance of preserving the collaborative process of PR FAQ to ensure diverse, innovative perspectives.Best practices for conducting post-delivery PR FAQ review meetings, including Amazon-style silent reading and structured discussion formats.Marcello also shares how he has developed a custom ChatGPT on his website, providing tailored insights for teams looking to refine their PR FAQs. He underscores that while AI can enhance efficiency, the real value lies in the process of strategic debate, collaboration, and critical thinking.For leaders navigating the evolving landscape of AI and strategic innovation, this episode is packed with thoughtful insights on balancing technology with human creativity. It's an essential listen for anyone refining their customer success playbook.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookCheck out https://funnelstory.ai/ for more details about Funnelstory. You can also check out our full video review of the product on YouTube at https://youtu.be/4jChYZBVz2Y.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textSummary: In this engaging episode of the Customer Success Playbook podcast, hosts Kevin Metzger and Roman Trebon continue their deep dive with Marcello Calbucci, exploring how organizations can successfully integrate the PR FAQ framework. Marcello shares strategies for overcoming resistance to change, emphasizes the importance of writing in fostering critical thinking, and explains how the PR FAQ process can help teams kill ineffective ideas early, saving time and resources. If you're looking to drive smarter innovation and enhance your customer success playbook, this episode is a must-listen.Detailed Analysis: Marcello Calbucci returns to the podcast, bringing valuable insights into how organizations can effectively adopt the PR FAQ framework. The conversation kicks off with a few light-hearted questions, offering a glimpse into Marcello's personal interests, from travel aspirations to his favorite Seattle hotspots.The discussion then shifts to the core challenge: how can organizations embrace the PR FAQ framework, especially when they are used to traditional presentation methods? Marcello emphasizes starting small—choosing a contained project that allows teams to practice and refine their approach. He underscores that this iterative process helps organizations learn, adapt, and eventually drive better innovation outcomes.Key insights include:Why top-down mandates for new frameworks often fail.The value of piloting the PR FAQ with smaller projects to refine the process.How the PR FAQ encourages cross-functional collaboration and reduces siloed thinking.The role of storytelling and clear writing in fostering better strategic thinking.How the process naturally weeds out weak ideas, saving organizations time and resources.Marcello also introduces the concept of the PR FAQ's "three superpowers": enhancing critical thinking, fostering clearer articulation of ideas, and inspiring teams with a vision that feels tangible and achievable. He stresses that while the writing process may feel daunting, it's a powerful tool for sharpening ideas and ensuring everyone is aligned.This episode is not just about adopting a framework but about reshaping how organizations think, collaborate, and innovate. If you're striving for better strategic clarity and stronger customer success outcomes, tune in and learn how the PR FAQ can be a catalyst for meaningful change.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textSummary: In this dynamic episode of the Customer Success Playbook podcast, hosts Roman Trebon and Kevin Metzger sit down with Marcello Calbucci, technologist, innovator, and author of the PR FAQ framework. Together, they unpack how Amazon's Press Release and Frequently Asked Questions method fosters innovation and sharpens strategic decision-making. Marcello shares his journey, the power of collaborative input, and why the PR FAQ can be a game-changer for organizations striving for customer success. Whether you're a startup founder or an enterprise leader, this episode is packed with actionable strategies to elevate your approach.Detailed Analysis: Marcello Calbucci brings a wealth of experience to the conversation, highlighting how the PR FAQ framework—originally pioneered at Amazon—can transform how businesses conceptualize and execute innovative ideas. This six-page, narrative-driven approach compels organizations to deeply consider customer perspectives, ensuring a more aligned and inclusive decision-making process.Key discussion points include:The genesis and structure of the PR FAQ framework.How involving diverse teams from legal to finance enriches the decision-making process.Why traditional presentation tools like PowerPoint may hinder alignment and buy-in.The importance of creating narratives that resonate and withstand scrutiny.Practical insights on integrating PR FAQ into various organizational contexts.Marcello emphasizes that involving stakeholders early fosters ownership and enhances the robustness of ideas—transforming potential resistance into proactive contribution. He also teases upcoming insights on common pitfalls and best practices when implementing the PR FAQ, which will be explored in a follow-up session.For organizations seeking clarity, alignment, and customer-centric innovation, this episode is a must-listen.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookCheck out https://funnelstory.ai/ for more details about Funnelstory. You can also check out our full video review of the product on YouTube at https://youtu.be/4jChYZBVz2Y.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textSummary: Get ready for an electrifying AI Friday as hosts Roman Trebon and Kevin Metzger wrap up their three-part series with AI expert David Singer. In this episode, the trio dives deep into how AI is reshaping customer experience, employee satisfaction, and business outcomes. From real-world success stories to a visionary look into the future of AI in contact centers, this conversation is packed with actionable insights. Discover how organizations are leveraging AI to improve NPS scores, reduce employee attrition, and enhance customer interactions. If you're looking to harness AI for tangible business results, this episode is a must-listen.Detailed Analysis: In this episode of the Customer Success Playbook Podcast, Kevin and Roman sit down with David Singer to uncover the true impact of AI on customer success. David breaks down the essential AI strategy: start with the outcome first, then apply AI to optimize processes and workflows.Listeners will hear real-world examples of companies that have successfully used AI-driven dashboards to boost customer experience and employee engagement, leading to a 17% increase in NPS and a 25% reduction in employee attrition. David also paints a compelling picture of the future, where AI deployment will become more cost-effective and widespread, allowing for real-time interventions in customer and employee interactions.The conversation also touches on the evolution of AI in the contact center industry and the shift toward AI-driven numerical modeling. With AI's cost decreasing and accessibility increasing, businesses have more opportunities than ever to implement micro-assists and intelligent automation that enhance both customer and employee experiences.If you're eager to understand how AI can drive measurable ROI and transform customer success, don't miss this episode.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textSummary: How do you strike the perfect balance between automation and human connection in customer service? In this episode of the Customer Success Playbook, hosts Roman Trebon and Kevin Metzger sit down with David Singer, Global VP at Verve, to explore the critical role emotional intelligence (EQ) plays in customer interactions. Dave shares compelling stories and practical insights on when automation should step aside to let human empathy shine. From AI-driven escalation detection to real-world examples of EQ saving the customer experience, this conversation is packed with actionable takeaways for business leaders.Detailed Analysis: Customer service is evolving fast, but one thing remains constant: customers want to feel heard. David Singer dives deep into the interplay between automation and human interaction, highlighting that while self-service tools are invaluable, there are moments when a real human connection is irreplaceable. He walks us through the nuances of identifying these moments—whether through journey mapping, intuition, or advanced AI tools that detect emotional shifts in real time.Dave illustrates his points with vivid anecdotes: a well-timed call from an online car retailer, an empathetic insurance agent cementing lifelong customer loyalty, and AI tools that recognize when an agent is emotionally drained. His key message? Emotional intelligence isn't just about customer experience—it's also about empowering employees to perform at their best.For businesses looking to optimize their CX strategy, this episode offers a fresh perspective on harmonizing automation with authentic human engagement. Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textSummary: Welcome to the final installment of our three-part series with Martin Vogel on the Customer Success Playbook Podcast! This week, we dive into the transformative role AI plays in global support frameworks—particularly in the hardware plus SaaS world. AI isn't just a buzzword; it's changing the way businesses handle predictive insights, proactive service, and internal efficiencies. From making sense of massive data streams to optimizing processes and improving coaching strategies, AI is proving to be a game-changer. If you've ever wondered how to harness AI for better customer outcomes, this episode is for you.Detailed Analysis: In this insightful conversation, Martin Vogel, alongside hosts Roman Trebon and Kevin Metzger, explores how AI is helping companies cut through the noise of massive hardware data and streamline support operations. AI-driven analytics offer a clearer picture of device performance, support tickets, and user behaviors, allowing businesses to shift from reactive to proactive service models.Kevin highlights how AI can structure knowledge bases, transforming recorded conversations into actionable insights—eliminating the need for manual documentation. The discussion also delves into AI's ability to free up developer time, ensuring that valuable resources are allocated toward customer-centric improvements rather than repetitive tasks. Meanwhile, Roman emphasizes AI's potential in coaching and training, making feedback loops more efficient and tailored.As AI continues to evolve, its role in customer success becomes more indispensable. Whether it's reducing inefficiencies, automating routine tasks, or enhancing learning, AI is redefining the way businesses engage with customers. Don't miss this deep dive into the intersection of AI, hardware, and customer success.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textSummary: How do you expand into new verticals and regions while still keeping your current customers happy? That's the one big question we tackle in this episode of the Customer Success Playbook Podcast. Hosts Kevin Metzger and Roman Trebon welcome back Martin Vogel to explore the challenges of scaling a business while maintaining strong customer relationships.Martin shares insights on maintaining customer intimacy at scale, the risks of focusing too much on urgent matters over important long-term goals, and why high-touch relationships can become unsustainable. He also discusses the importance of building strong foundational processes and knowledge bases to ensure seamless support, even as your customer base evolves. Plus, we get a glimpse into Martin's productivity hacks and how he unwinds outside of the customer success world.Detailed Analysis: Scaling a business is thrilling, but it can also create real tension between acquiring new customers and continuing to serve existing ones effectively. Martin Vogel emphasizes the necessity of prioritizing value creation at every stage of growth. His approach? Think beyond the immediate fire drills and focus on establishing processes that will support your company in the long run.One of the biggest challenges in scaling is avoiding the common trap of over-indexing on urgent issues rather than investing in sustainable infrastructure. As your business grows, your biggest customers today may not hold the same weight tomorrow. Martin explains how early process implementation and documentation allow companies to maintain high service levels without overextending resources.Another key theme? The evolution of customer relationships. Early-stage companies rely heavily on high-touch engagements, but as new customers flood in, this model can break down. Martin provides strategies for ensuring smaller clients don't get drowned out by larger ones, such as implementing scalable knowledge bases and refining first-time resolution processes.And of course, we couldn't have this discussion without touching on AI. While today's episode stays focused on traditional scaling methods, Kevin teases Friday's episode, where AI's role in predictive insights and proactive service takes center stage.Whether you're leading customer success at a startup or scaling an established enterprise, this episode is packed with practical insights you can apply right away.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textSummary: In this episode of the Customer Success Playbook, hosts Roman Trebon and Kevin Metzger sit down with Martin Vogel, an executive leader in global customer support and complex hardware-plus-SaaS solutions. They dive deep into the challenges of establishing a scalable, efficient global support framework and ensuring immediate and long-term value for customers. Martin shares practical strategies, including understanding regional differences, creating simple yet robust processes, and prioritizing clear communication. Tune in for actionable insights on balancing SaaS and hardware support, diagnosing technical issues effectively, and implementing a continuous learning framework for your support teams.Detailed Analysis: What does it take to build a world-class global support framework? According to Martin Vogel, it all starts with knowing where you are. Mapping out existing structures, understanding regional differences, and tailoring processes accordingly are critical first steps. With experience spanning multiple continents, Martin emphasizes the need for a structured yet flexible approach to global support.The conversation highlights key components of a strong support framework:Understanding regional nuances: Markets differ in their support structures and expectations. Europe's established systems contrast with the U.S.'s ground-up approach, necessitating a flexible global strategy.Defining simple, scalable processes: Complex frameworks don't work if they aren't easy to implement. Martin stresses the need for clarity in process creation.Effective communication across teams: Building a bridge between different support teams ensures alignment and consistency in customer experience.Balancing SaaS and hardware support: With hardware-origin companies increasingly incorporating SaaS, Martin discusses best practices for integrating both seamlessly.Training and knowledge management: He introduces an LMS-based approach to training, emphasizing problem diagnosis, knowledge base documentation, and incident reviews.The result? A structured, iterative approach that minimizes misdiagnoses, accelerates troubleshooting, and enhances customer satisfaction. Join us in this episode as we unpack these strategies and more.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textIn this compelling finale of a three-part series, Terinee Pooler explores the transformative potential of AI in Net Promoter Score (NPS) management and customer success strategies. The discussion delves into how AI tools are streamlining customer feedback analysis, automating risk assessment, and enhancing the overall efficiency of customer success teams. From leveraging platforms like Gainsight and Churn Zero to utilizing AI for creating QBR presentations, the episode offers practical insights into the future of customer success management.Detailed AnalysisThe episode provides a comprehensive examination of AI's impact on customer success management, particularly focusing on NPS implementation and analysis. Terinee Pooler, drawing from her extensive experience, highlights several key applications of AI in customer success:Risk Assessment and Early Warning Systems: AI's capability to analyze customer behavior patterns and NPS responses enables early detection of churn risks. The technology can process detractor feedback and predict potential churn risks based on historical patterns and lack of improvement over time.Automated Feedback Analysis: The discussion contrasts traditional manual methods of analyzing customer feedback using extensive Excel sheets with modern AI-powered solutions. AI can now automatically categorize feedback, identify themes, and generate comprehensive reports, significantly reducing the time and effort required for analysis.Integration with Customer Success Platforms: The episode explores how platforms like Gainsight and Churn Zero are incorporating AI functionality to enhance their customer success management capabilities. These tools provide integrated dashboards and automated risk mitigation features.QBR Enhancement: The conversation touches on AI's potential to automate the creation of quarterly business review presentations, allowing customer success managers to focus more on strategic discussions and value-added activities rather than manual presentation preparation.Communication Analysis: Tools like Gong and Talk Desk are highlighted for their ability to analyze customer interactions and provide insights into value drivers and areas for improvement in customer communications.The discussion also includes personal perspectives on AI adoption, with Terinee sharing her experience using tools like ChatGPT for both personal and professional applications. This practical insight provides listeners with a realistic view of AI integration into daily customer success operations.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a texterinee Pooler shares invaluable insights on transforming Net Promoter Score (NPS) feedback into actionable organizational change. The episode delves into practical strategies for ensuring customer feedback drives meaningful improvements across companies.Detailed AnalysisThe conversation explores several critical aspects of NPS implementation and feedback management:Customer Sentiment Integration Pooler emphasizes the importance of combining NPS data with broader customer health metrics using a red-yellow-green system. This comprehensive approach provides organizations with a more nuanced understanding of customer satisfaction and engagement levels.Communication Workflows A standout practice highlighted is the systematic follow-up with every survey respondent, regardless of their score. This proactive approach maintains customer engagement and demonstrates commitment to feedback incorporation.Cross-Organizational Impact The discussion reveals how NPS data can effectively influence various departments, particularly product management. Pooler shares experiences from her healthcare SaaS background, illustrating how structured feedback processes can lead to meaningful organizational changes.Success Metrics and Recognition An important insight emerged about balancing improvement focus with celebration of successes. The conversation emphasizes the significance of acknowledging positive feedback while addressing areas for enhancement.The episode concludes with a preview of an upcoming discussion about AI's role in NPS programs, suggesting exciting developments in feedback collection and analysis.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textIn this engaging episode of Customer Success Playbook, Terinee Pooler, Atlanta Chapter Lead of Women of Customer Success, shares crucial strategies for developing and operationalizing effective Net Promoter Score (NPS) programs. Drawing from her extensive experience, Pooler emphasizes the importance of proactive customer engagement and provides practical guidance on implementing NPS initiatives that drive meaningful organizational change.Detailed AnalysisThe discussion delves deep into the fundamentals of building and maintaining successful NPS programs, with Pooler offering valuable insights into several key areas:Program Implementation StrategyPooler emphasizes that proactive customer engagement forms the cornerstone of any successful NPS program. She positions the customer success manager as a customer advocate, highlighting how this approach can transform quarterly business reviews (QBRs) and overall customer experience management.Technical FrameworkThe conversation explores the technical aspects of NPS implementation, including:Survey distribution mechanics using platforms like GainsightQuarterly feedback collection processesScore interpretation framework (1-10 scale)Classification of responses (detractors, neutrals, promoters)Measurement and AnalyticsPooler provides a detailed breakdown of NPS scoring:Promoters: Scores 8 and aboveNeutral: Score of 7Detractors: Scores below 7Net score calculation methodology: Promoters minus DetractorsThis systematic approach ensures organizations can effectively track and measure customer satisfaction while identifying areas for improvement.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textIn this compelling conclusion to our three-part series, Eleni Vorvis delves into the transformative role of artificial intelligence in strengthening the partnership between Customer Success and Product Management teams. Discover how AI is revolutionizing customer feedback analysis, product usage tracking, and strategic decision-making in SaaS organizations.Detailed AnalysisThe discussion illuminates several crucial aspects of AI integration in the CS-Product relationship. Vorvis emphasizes that AI is becoming an indispensable tool for identifying usage patterns and automating customer feedback analysis across multiple channels, including support tickets, NPS surveys, and social media. She highlights how AI-powered solutions are evolving to provide more sophisticated in-app guidance and chatbot interactions, potentially reducing the need for direct CSM intervention in routine matters.A particularly noteworthy insight is the emergence of AI tools specifically designed for data-driven roadmap prioritization. These solutions are beginning to bridge the gap between sales insights, CRM data, and customer feedback, enabling more informed product decisions. However, Vorvis cautions against falling into the trap of tool overwhelm, advocating for a measured approach starting with accessible AI solutions like ChatGPT or Claude.The conversation also touches on the strategic importance of AI literacy in modern CS and Product Management roles. Vorvis predicts that AI expertise will become a standard requirement in job descriptions, positioning it as a competitive advantage for professionals in these fields. This shift reflects a broader trend toward data-driven decision-making and automated intelligence in SaaS operations.The hosts and guest share a compelling perspective on the rapid pace of AI advancement in the industry, noting how new tools and capabilities are emerging at an unprecedented rate. They emphasize the importance of maintaining a learning mindset and starting small with AI adoption, suggesting that even simple applications can deliver significant value.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textThis episode dives deep into the intricate relationship between product adoption monitoring and customer success. Eleni Vorvis, a seasoned customer success professional, shares her expertise on implementing effective monitoring strategies and establishing robust feedback loops with product management teams. The discussion explores both quantitative and qualitative approaches to tracking adoption, emphasizing the importance of cross-functional collaboration and clear communication channels.Detailed AnalysisThe episode presents a comprehensive framework for monitoring product adoption and managing product feedback, highlighting several key strategic elements:Strategic Approach to Adoption MonitoringThe discussion emphasizes the critical importance of a unified approach to monitoring product adoption. Rather than siloing this responsibility, organizations should foster collaboration between teams and establish clear ownership of monitoring processes. This includes leveraging various tools such as in-app analytics, Pendo, and BI tools to gather comprehensive usage data.Data Collection and AnalysisA dual approach to data collection emerges as a best practice:Quantitative metrics: Tracking user login frequency, feature usage, and engagement patternsQualitative feedback: Gathering user experiences, challenges, and success stories through direct communication channelsCommunication Channels and ToolsThe episode outlines various methods for managing product feedback:Dedicated Slack channels for real-time feedback sharingRegular cross-functional huddles with product teamsJIRA integration for structured feedback managementCustomer portals for direct feature requests and votingProduct Development Process UnderstandingA key insight reveals the importance of CS teams understanding the product development lifecycle, including:Sprint duration and planningStory point allocationEpic creation and managementFeature prioritization criteriaEmerging Technology IntegrationThe discussion touches on the evolving role of AI in product adoption monitoring:Custom GPTs for data synthesisAI-powered BI tools for comprehensive customer insightsIn-app guidance systemsAgentic AI for user assistanceBest Practices for Customer CommunicationThe episode emphasizes transparent communication with customers regarding:Feature request processesRoadmap expectationsDevelopment timelinesPrioritization criteriaThis comprehensive approach to product adoption monitoring demonstrates the evolving nature of customer success and its crucial role in product development and customer satisfaction.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textIn this compelling episode of The Customer Success Playbook, Eleni Vorvis, a fractional CS leader and consultant, shares invaluable insights on fostering effective collaboration between Customer Success and Product Management teams. She emphasizes the crucial importance of building strong relationships and understanding mutual goals before diving into feature requests and roadmap discussions. The conversation reveals practical strategies for breaking down silos and creating alignment between these two critical departments.Detailed AnalysisThe discussion delves deep into the fundamentals of cross-functional collaboration in SaaS organizations. Vorvis presents a methodical approach to building effective partnerships between Customer Success and Product Management teams, highlighting two essential strategies:First, she emphasizes the importance of establishing alignment on basic definitions and metrics. Before jumping into feature requests or roadmap discussions, CS leaders should invest time in understanding how the Product Management team operates, their goals around usage and adoption, and how they measure success. This foundational work ensures both teams speak the same language and work toward common objectives.Second, Vorvis advocates for direct communication about collaboration preferences. She challenges the common assumption that Product teams are too busy to engage with customers directly. Instead, she recommends explicitly asking Product Management about their preferred level of customer interaction, which often reveals they want more direct customer contact than CS teams might assume.The episode illuminates how these strategies can lead to more effective product development and customer satisfaction. It becomes clear that both teams ultimately share the same goal: building software that delivers genuine value and outcomes for customers. The key lies in creating structured approaches to communication and collaboration that serve both departments' needs.The discussion also touches on the importance of timing and context in these interactions, suggesting that while Product Management's direct involvement might not be necessary for all customer interactions (such as bug fixes), their participation is crucial for strategic discussions about product roadmap and version transitions.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textIn this thought-provoking episode, Mike Sabat, Enterprise Account Executive at Twilio, unveils practical strategies for leveraging AI in customer success and account management. He shares groundbreaking approaches to AI implementation, including using it as a virtual coworker and harnessing tools like Google Gemini for comprehensive account research. The discussion reveals how AI can dramatically reduce research time while improving the quality and depth of account planning.Detailed AnalysisThe episode delves deep into the practical application of AI in customer success, highlighting several transformative approaches:The conversation begins with Mike's innovative perspective on overcoming "AI writer's block" by treating AI as a collaborative coworker rather than just a search tool. This approach helps professionals move past the initial hesitation of not knowing how to integrate AI into their workflow.A significant portion focuses on Mike's revolutionary approach to account planning using AI. He introduces the concept of "meta prompting" - using AI to create comprehensive prompts for deeper research. This method, particularly when combined with Google Gemini's advanced research capabilities, transforms what was previously a days-long research process into a matter of minutes.The discussion highlights the importance of responsible AI usage, with Mike emphasizing the need to be cautious with proprietary information. He provides practical guidelines for maintaining confidentiality while maximizing AI's research capabilities.The episode concludes with insights into how AI can serve as a preparation tool for client meetings, allowing professionals to practice handling potential objections and scenarios before actual client interactions.The transformative impact on time management is particularly noteworthy, with tasks that previously took days now being completed in minutes, allowing for deeper, more comprehensive account research and planning.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textSummaryIn this thought-provoking discussion, Mike Sabat from Twilio shares his perspective on the potential convergence of Customer Success Management (CSM) and Account Executive (AE) roles in enterprise technology. The conversation delves into how consumption-based pricing models and increasing product complexity are driving this transformation, with particular emphasis on revenue responsibility and customer relationship management in the modern tech landscape.Detailed AnalysisThe episode explores the shifting dynamics of customer-facing roles in enterprise technology, highlighting several key trends and implications:Consumption-Based EvolutionThe discussion begins with an examination of how enterprise software is moving from seat-based to consumption-based pricing models, similar to those employed by major players like AWS, Google Cloud, and OpenAI. This fundamental shift is reshaping how companies structure their customer-facing teams and responsibilities.Role Convergence DriversSabat presents compelling arguments for the merger of CSM and AE roles, particularly in growth-oriented companies. The traditional model of AEs making promises and CSMs cleaning up afterward is becoming obsolete, replaced by a more integrated approach where responsibility for both sales and delivery rests with the same individual.Revenue ResponsibilityA crucial point emerged regarding revenue responsibility in customer success roles. The panel agrees that CSM teams must evolve beyond being cost centers to become revenue generators, either through direct sales responsibility or through packaged services offerings.Specialized ModelsThe discussion acknowledges that while convergence is likely in some areas, specialization will continue to exist. The "hunter" role focused on new logo acquisition will remain distinct, while the "farmer" role may see the most convergence between AE and CSM functions.Future ImplicationsThe conversation concludes with insights into how this evolution might affect organizational structure, skill requirements, and customer relationship management in the coming years, particularly in enterprises with complex, consumption-based products.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textIn this compelling episode of the Customer Success Playbook podcast, Mike Sabat, Enterprise Account Executive at Twilio, shares his expertise on effectively incorporating upsells into account reviews. He discusses how the increasing complexity of modern products creates opportunities for account managers to deliver additional value through strategic guidance and optimization recommendations. Mike emphasizes the importance of being a trusted advisor, particularly in consumption-based pricing models, and shares practical examples of how understanding customer usage patterns can lead to cost savings and improved outcomes.Detailed AnalysisThe discussion delves into the evolving landscape of customer success and sales, particularly in complex, consumption-based product environments. Mike Sabat provides valuable insights into how account reviews can serve as natural opportunities for meaningful upsell conversations that benefit both the customer and the vendor.Several key themes emerge from the conversation:Product Complexity as an Opportunity The increasing complexity of modern software solutions, particularly those involving data and multiple use cases, creates a natural need for guided optimization. This complexity provides account managers with opportunities to demonstrate value through expert guidance and strategic recommendations.Consumption-Based Model Dynamics Mike highlights the unique characteristics of consumption-based pricing models, using Twilio's messaging services as an example. In these models, understanding usage patterns and optimization opportunities becomes crucial for both cost management and value maximization.Data-Driven Advisory Approach The episode emphasizes the importance of leveraging usage data and industry insights to provide valuable recommendations. Mike shares how analyzing trends in customer usage patterns can uncover opportunities for optimization and cost savings.Cross-Industry Learning A significant portion of the value comes from sharing relevant experiences across similar customers while maintaining confidentiality. This knowledge transfer helps customers benefit from proven solutions and avoid common pitfalls.Human Element in Customer Success The discussion underscores the continued importance of human interaction in enterprise customer success, even as AI advances. The ability to understand unique customer environments and adapt solutions accordingly remains a crucial human skill.The conversation provides practical examples, including how understanding regulatory changes in messaging services led to cost savings for a healthcare client through number type optimization. This demonstrates how technical knowledge combined with customer understanding can create tangible value.For customer success professionals, the episode offers valuable insights into:Structuring account reviews to naturally incorporate upsell opportunitiesBuilding trusted advisor relationships through expertise and industry knowledgeBalancing customer success with business growth objectivesAdapting strategies for consumption-based pricing modelsPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textIn this illuminating discussion, Michael Bernstein from the Atlanta Journal Constitution reveals practical applications of AI in strategic partnership development. Drawing from his experience at AJC, Bernstein explores how artificial intelligence enhances market analysis, streamlines partnership communications, and drives innovative engagement strategies. The conversation provides actionable insights into leveraging AI for partnership growth while maintaining a human-centric approach to relationship building.Detailed AnalysisThe discussion delves deep into the practical implementation of AI across various partnership development stages. Bernstein outlines several key applications, starting with market analysis and data analytics for identifying potential partnerships and understanding market shifts. He emphasizes AI's role in strategic planning, particularly in modeling expansion strategies and evaluating program feasibility.A compelling example shared involves AJC's partnership with Mercer University, where AI helped craft targeted marketing strategies to boost student engagement. The initiative resulted in innovative approaches, including an iPad giveaway campaign and strategic placement of ads in student newspapers, demonstrating AI's ability to enhance traditional partnership programs.The conversation also explores AI's utility in streamlining day-to-day operations, from automating communication processes to analyzing partnership performance metrics. Bernstein's practical approach focuses on using AI to "make life easier" rather than replacing human judgment, particularly in areas like presentation development and partnership model creation.One notable insight reveals how AI assisted in identifying new partnership channels, such as the HR channel for corporate-wide subscription programs. This led to a successful engagement with the Society of HR Management's Atlanta chapter, accessing over 8,000 HR executives.The discussion concludes with practical examples of AI-driven research for identifying potential partners, including real estate firms for subscription bundling programs, showcasing how AI can open new avenues for partnership growth and customer engagement.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.