Unchurned

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Undoubtedly, customer success is the best business strategy of all time. And so the Unchurned podcast brings to you the stories that will help you forge incredible customer relationships, prevent churn, & build institutional knowledge. With each episode,

Josh Schachter - UpdateAI


    • May 26, 2025 LATEST EPISODE
    • weekly NEW EPISODES
    • 34m AVG DURATION
    • 155 EPISODES

    Ivy Insights

    The Unchurned podcast is a must-listen for anyone in customer success leadership roles. Hosted by Josh and his team, this podcast provides valuable insights and expertise on customer success, offering nuggets of wisdom that can be applied to everyday roles in the field. The episodes are informative and engaging, making it a great resource for CS professionals.

    One of the best aspects of The Unchurned podcast is the expertise and experience that Josh and his team bring to each episode. As leaders in customer success, they have a deep understanding of the challenges and strategies that come with managing successful customer relationships. Their conversations with guests provide valuable insights into building better customer relationships and growing businesses through prioritizing customers.

    The podcast also stands out for its fresh perspectives on customer service. It delves into various aspects of the customer experience, highlighting the impact it has on long-term business growth. The guests share their real-life examples, giving listeners practical insights into how to do things right and achieve success in their own organizations.

    However, one possible drawback of The Unchurned podcast is that it may not cover a wide range of topics beyond customer success. While it excels at providing valuable insights in this specific field, listeners looking for broader discussions or different perspectives might find themselves wanting more variety in subject matter.

    In conclusion, The Unchurned podcast is an excellent resource for CS professionals. With its insightful conversations, thought-provoking experiences, and real-life examples, it offers valuable lessons on how to prioritize customers and build better relationships. Despite a potential lack of topic variety beyond customer success, this podcast delivers valuable content to help listeners grow as leaders in their roles.



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    Latest episodes from Unchurned

    Gainsight's Big Leaps, AI Agents, and Pulse 2025 ft. Nick Mehta

    Play Episode Listen Later May 26, 2025 35:30


    #updateai #customersuccess #saas #businessWelcome back to Unchurned! In this very special annual tradition, host Josh Schachter, CEO of UpdateAI sits down with Nick Mehta, the ever-energetic CEO of Gainsight, for a deep dive into all things Pulse 2025 - Gainsight's CS conference, which this year is bringing its signature blend of learning and community to Las Vegas. Josh and Nick reminisce about Pulse's humble beginnings, reflect on the journey from a simple luncheon to a high-octane Vegas affair, and tease this year's theme (wardrobe predictions included!).You'll also get an exclusive inside look at Gainsight, with Nick sharing candid insights about new faces on the leadership team, the integration of exciting new products like Staircase, ModerateKit, and Skilljar, and how the company is weaving AI into both its offerings and internal processes. The conversation is equal parts fun and insightful, filled with plenty of laughs and a motivating message for customer success pros to embrace innovation and lean into the future.Timestamps0:00 - Preview & Introductions1:25 - Pulse Conference in Las Vegas8:36 - Reflections on New & Evolving Leadership 15:23 - Recent Innovations & Acquisitions24:10 - Operational Shifts and AI Integration30:12 - Looking Ahead & Closing Thoughts___________________________

    Should We Ease the Workload of Superhero CSM? Ft. Sarah Parker (Betterup)

    Play Episode Listen Later May 21, 2025 33:30


    #updateai #customersuccess #saas #businessSarah Parker, SVP, Global Customer Success at BetterUp joins the hosts ⁠⁠Kristi Faltorusso⁠⁠, ⁠⁠Jon Johnson⁠⁠ & ⁠⁠Josh Schachter⁠⁠. They discuss the need for a transition from high-touch to low-touch customer interactions and the mindset shift required for CSMs for a self-service approach.Topics Discussed Meet Sarah Parker & Learn about BetterUpHow coaching equips leaders to navigate challengesChallenges at BetterUpHigh-touch approach for customer success Challenges despite a high NPSServices offered by BetterUpMindset transition from a service provider to a partnerAugmenting CSMs & enabling customers as platform ownersHigh demand for low-touch models faces resistanceArticulating worth for maximizing impactCSMs are trained to be a superheroTransitioning from UiPath to BetterUp was personal___________________________

    How GitHub Drives Measurable Customer Outcomes (And Tracks What Matters) ft. Michael Goetz (GitHub)

    Play Episode Listen Later May 14, 2025 39:28


    #updateai #customersuccess #saas #businessMichael Goetz, Vice President of Customer Success Strategy at GitHub, joins Josh Schachter, Co-Founder & CEO of UpdateAI, and Kristi Faltorusso, CCO at Client Success, for a candid and insightful conversation that no customer success (CS) professional will want to miss. They discuss GitHub's shift from a focus on "Customer Outcomes" to "Customer Success Strategy" and its impact on operations and goals. Goetz reveals their methods for identifying and tracking meaningful customer business outcomes at scale. The conversation delves into the practicalities of operationalizing outcome-driven work, navigating diverse customer needs, and maintaining engagement amidst rapid product innovation.Timestamps:0:00 - Preview & Intros1:30 - Intentionality Behind Role Titles at GitHub4:33 - Articulating Measurable, Business-Driven Customer Goals7:48 - Tracking and Measuring Progress Towards Outcome13:35 - Differentiation in Approach Across Customer Segments16:35 - Approaching and Managing Milestones Toward Larger Outcomes21:05 - Dynamics Between End Users & Economic Buyers23:41 - Managing Pace and Volume of Change (Especially with AI)28:20 - Organizational Structure of Michael's Team35:00 - Creative Uses of AI Within the Organization___________________________

    Customer-Centric Approach for a Unified Onboarding Experience Ft. Sri Ganesan (Rocketlane)

    Play Episode Listen Later May 7, 2025 26:46


    In this podcast episode, Josh Schachter interviews Srikrishnan Ganesan, founder, and CEO of Rocketlane, a customer onboarding platform. Sri discusses the origins of Rocketlane, including the community they built before launching the product, and the birth of Rocketlane. They also talk about the importance of collaboration and marketing in the SaaS industry. Sri emphasizes the importance of consistency in the customer journey, particularly during the onboarding phase, and how it can impact customer success and lead to better outcomes. They also discuss Rocketlane's approach to marketing and community building.___________________________

    How AngelList is Leveling Up CS into a True Commercial and Revenue Driver ft. Carly Van Kirk

    Play Episode Listen Later Apr 30, 2025 30:46


    #updateai #customersuccess #saas #businessJosh Schachter, Co-Founder & CEO of UpdateAI, sits down with Carly Van Kirk, Head of CS at AngelList. Carly pulls back the curtain on AngelList's unique approach to supporting emerging and established GPs and shares her journey into this pivotal leadership role amidst rapid company growth and industry transformation. Join us as Carly shares how AngelList is reshaping customer segments, dealing with the challenges of scaling an increasingly complex platform, and balancing high-touch professional services with tech-driven solutions.Timestamps0:00 - Preview1:45 - Overview of AngelList2:35 - COVID-Era Growth & Rolling Fund at AngelList4:12 - Carly's Role, Team Structure & Customer Segmentation at AngelList9:30 - Hunting for a New Job13:20 - Carly's Priorities in Her First 180 Days at AngelList14:45 - Key Challenges and Initiatives Identified14:45 - Automation, Tooling, and Workflow Inefficiencies22:43 - Understanding and Improving Time to Value24:24 - AI's Current and Future Role in AngelList and CS27:36 - Customer Success as a Commercial Center___________________________

    LIfe, Loss & Lessons: Unchurned BTS

    Play Episode Listen Later Apr 23, 2025 36:21


    #updateai #customersuccess #saas #business⁠In this heartfelt and deeply personal episode, hosts Jon Johnson, Kristi Faltorusso, and Josh Schachter step away from their usual customer success conversations to reflect on life's heavier moments. The trio opens up about recent challenges—celebrating new beginnings, mourning profound losses, and navigating the ups and downs that come with both work and life.The episode weaves together stories of hope, growth, grief, and gratitude—reminding listeners that behind every professional journey lies a personal one.Timestamps0:00 – Preview, BS, & Intros3:05 – Jon's New Job4:53 – Job Search & Layoffs7:20 – Advice for Job Seekers in CS10:05 – Josh's Story of Personal Loss16:00 – Life Lessons & Reflections28:30 – Kristi on Recent Loss at Work (the passing of the CEO's daughter at ClientSuccess)34:10 – Closing, Conclave & Final Thoughts___________________________

    Reinventing the Future of Work With AI-Powered Workflows

    Play Episode Listen Later Apr 16, 2025 37:56


    #updateai #customersuccess #saas #businessJon, Kristi, and Josh sit down with Mike Haylon, GM of AI at Asana, for a deep dive into AI's transformative role in business. The episode kicks off with a nostalgic trip down memory lane, revisiting Josh and Mike's childhood adventures, before pivoting to Asana's groundbreaking work with AI Studio.Mike unveils how Asana's no-code workflow builder is revolutionizing task management and reshaping customer interactions. The conversation explores AI integration challenges, redefined success metrics, and Asana's go-to-market strategy—all delivered with humor and sharp insights.Timestamps0:00 – Preview, Memories & Introduction6:20 – Mike's Role at Asana & AI Studio15:10 – Use Cases of AI Studio18:06 – AI's Role in Workflows & Human Elevation22:16 – Challenges & Future of AI Adoption28:05 – How AI Simplifies Execution34:30 – Predictions on the Evolution of AI Tools___________________________

    How to Thrive in the Change Economy in the Age of AI ft. Brett Queener (Bonfire Ventures)

    Play Episode Listen Later Apr 9, 2025 44:23


    #updateai #customersuccess #saas #businessJon Johnson and Josh Schachter sit down with Brett Queener, Managing Director at Bonfire Ventures, to explore the rapidly evolving landscape of software companies in the age of AI. Brett shares his thoughts on the future of SaaS, the importance of speed and innovation, and the critical role of product marketing.They dive into founders' challenges and anxieties in today's "change economy," where software evolves at warp speed, and discuss what it takes to build a defensible business amidst ever-growing competition.Join us as Brett provides insights on how startups can thrive by truly solving customer problems and staying ahead in the AI-driven tech landscape.Timestamps:0:00 – Preview, Intros & BS2:22 – Bonfire & Brett's Blog: Tales from The Bonfire6:55 – Predictions & Observations: AI's Influence on SaaS13:07 – Running a Software Company Amid Rapid Change16:33 – Applying Jobs-to-be-Done Framework17:50 – Innovation Pace vs. Continual Adaptation24:45 – Product Innovation, Value, and Market Differentiation28:45 – Investor Perspective and Guidance for Startups36:38 – Evaluating Startups___________________________

    How can AI as a strategic partner transform CS from reactive to proactive?

    Play Episode Listen Later Apr 2, 2025 22:25


    #updateai #customersuccess #saas #businessIn this episode of the Unchurned podcast, we are joined by our dynamic duo of experts, James Sanders (AI Implementation Strategist) and Michelle Carter (Customer Success Innovation Lead). From automated call summaries and sentiment analysis to predictive analytics and personalized customer experiences, James and Michelle will guide us through the current trends and future possibilities of AI.They discuss the burgeoning interest in specialized AI tools for customer success and delve into various applications—such as conversation intelligence, chatbots, and predictive health scoring—that are reshaping the industry. By leveraging AI, CSMs can focus on building relationships and delivering value with their new AI copilots.Timestamps0:00 - Preview & Intros2:17 - AI and Customer Success3:11 - Call summaries and follow-up generation4:05 - Voice of the Customer (Sentiment Analysis)5:11 - Predictive Analytics for Churn and Upsell6:03 - Customer Health Scoring6:40 - Task Automation and Workflow Orchestration7:42 - Chatbots and Self-Service AI8:37 - Personalized Content and Recommendations10:52 - Sophisticated proactive retention alerts12:02 - Embedded copilots for AI assistance 13:03 - Multichannel customer orchestration15:45 - Solution Categories in AI for Customer Success19:39 - Glossary of Terms Related to AI___________________________

    Defining the CS Playbook Philosophy to Balance - Guidance and Governance ft. Caitlin Wood (ZeroFox)

    Play Episode Listen Later Mar 26, 2025 35:04


    Caitlin Wood, Chief Customer Officer at ZeroFox, joins hosts ⁠⁠Kristi Faltorusso⁠⁠, ⁠⁠Jon Johnson⁠⁠, and ⁠⁠Josh Schachter⁠⁠. They discuss the intricacies of customer success in the cybersecurity industry, along with her unique insights into the challenges and triumphs of leading a customer success organization—especially in the realm of cybersecurity, where the ROI often means that nothing happens.Tune in as Caitlin uncovers how she approaches customer experience, the evolution of customer engagement models, and the balance between AI integration and the indispensable human element in achieving customer success.Timestamps0:00 - Preview, BS & Intros4:08 - Learn about ZeroFOX5:10 - Challenges in Proving ROI in Cybersecurity7:45 - Customer Engagement and Service Model10:57 - Lead Pass Process and CSQLs15:10 - Complexity and Simplicity in Incentives18:10 - Efforts to Mature Models and Remove Friction22:35 - Adaptation of Playbooks25:51 - Attitude, Aptitude, and Experience in Hiring30:56 - Integrating AI for Internal Teams & Tasks___________________________

    How to Scale Customer Success Beyond the Comfort Zone? ft. Kelly McGuire (Everstage)

    Play Episode Listen Later Mar 19, 2025 28:24


    #updateai #customersuccess #saas #businessKelly McGuire, Vice President of Customer Success at Everstage, joins hosts Jon Johnson and Josh Schachter (Co-Founder & CEO of UpdateAI). They dive into how Everstage is disrupting the market, driving outcomes for its clients, and empowering a range of roles—from sales operations to account managers. Kelly shares her "comfort zone philosophy," emphasizing the importance of stepping beyond our comfort zones to foster growth and achieve success.She also talks about Everstage's vibrant, no-ego culture, the crucial role leadership plays in scaling customer success, and her vision for expanding Everstage's impact in the years ahead.Timestamps0:00 – Preview0:48 – Meet Kelly McGuire, VP of Customer Success at Everstage4:00 – The role of customer success in sales6:10 – Kelly's "comfort zone philosophy"12:10 – Transition from Sisense to Everstage15:42 – No-ego culture and collaborative work environment20:20 – Leadership alignment and transparency initiative25:55 – Kelly's vision for scalable growth at Everstage___________________________

    How to Build a Customer-Centric Culture ft. Rimple Patel (Eightfold.ai)

    Play Episode Listen Later Mar 12, 2025 35:03


    #updateai #customersuccess #saas #businessRimple Patel, Chief Customer Officer at Eightfold.ai, joins host Josh Schachter, Co-Founder & CEO of UpdateAI, as she walks us through her strategic approach to leadership, including evaluating teams, aligning missions, and fostering a customer-first culture. Josh and Rimple also explore the role of AI in scaling business processes, covering innovations like agentic AI and AI recruiters while emphasizing the irreplaceable human element in the workplace. Finally, Rimple shares her insights on driving GRR and NRR growth at Eightfold and her strategy for scaling the company.Timestamps00:00 - Preview & Intros01:35- Overview of Eightfold.ai04:30 - AI in Talent Management08:00 - Rimple's Journey, Career Path & Industry Experience17:43 - Challenges & Insights from Her Role as CCO 20:03 - Evaluating Leadership, Talent, and Cultural Shifts 21:05 - Building a Customer-First Value System 22:09 - Team Principles & Leadership Accountability28:50 - Customer Segmentation & Health Assessment Strategies 31:13 - Revamping Customer Health Assessment33:05 - Yearly Growth Strategy: Stabilize, Scale, Soar___________________________

    How CS Teams Can Build Trust and Secure Buy-In to Grow and Scale Customer Success ft. Lawrence Waldman (GLMX)

    Play Episode Listen Later Mar 5, 2025 42:22


    #updateai #customersuccess #saas #businessLawrence Waldman, who recently stepped into a new role as Global Head of Client Experience at GLMX, shares insights from his initial hundred days at the company. He opens up about navigating change and scaling operations in a rapidly growing space while also spotlighting his team's strong customer relationships and innovative approaches.Timestamps0:00 - Preview, Music Nerds Unite, LinkedIn & Intro8:30 - GLMx, its services12:28 - Lawrence's new role at GLMx, team dynamics and culture15:08 - Lawrence's experience hunting a job19:00 - The first 100 days23:10 - Building trust and buy-in31:45 - Pleasant surprises and operational challenges38:23 - Transitioning from learning to executing___________________________

    Redefining Customer Experience with Empathic AI ft. Andrei Negrau & Chad Horenfeldt (Siena AI)

    Play Episode Listen Later Feb 26, 2025 31:45


    #updateai #customersuccess #saas #businessAndrei Negrau, CEO of Siena AI, and Chad Horenfeldt, VP of CS at Siena AI, join Jenny Calvert and Josh Schachter to discuss the intricacies of maintaining brand voice integrity in AI-driven interactions, the company's strategic focus on net dollar retention, and the unique challenges and opportunities of AI's transformative role in e-commerce. Plus, learn how companies can leverage tools like UpdateAI to capture real-time customer insights and drive strategic growth.Timestamps0:00 - Preview & Introductions7:01 - The Concept of Empathic AI11:20 - Working at Startups vs. Larger Companies14:30 - Aligning Company and Team Goals for Customer Success17:18 - Siena's Customer Experience Strategy for 202524:14 - Using UpdateAI's Frameworks to Score Customer Experience28:03 - Facilitating Better Cross-Functional Alignment___________________________

    Navigating Mergers and Leading Through Change ft. Bonnye Hart

    Play Episode Listen Later Feb 19, 2025 27:27


    #updateai #customersuccess #saas #businessJoin Josh Schachter (Founder & CEO, UpdateAI), Kristi Faltorusso (CCO, ClientSuccess), and Jon Johnson (Principal CSM Enterprise, UserTesting) as they discuss the recent merger between Opexus and Casepoint with Bonnye Hart, Chief Customer Officer.Discover how these twin powers under the Thoma Bravo banner are navigating change, professional growth, and customer success. From strategic partnerships to expanding adoption, this episode is packed with engaging conversations and expert insights.Timestamps0:00 - Preview, BS & Intros2:49 - Thoma Bravo and merger discussion6:04 - Team dynamics post-merger8:00 - Introduction to Opexus and Casepoint11:53 - The curiosity post-merger and job security14:43 - Engagement models and customer-centricity22:17 - Bonnye's strategy & approach to CS___________________________

    Driving Customer Success with Agentic AI ft. Lauren Kennedy (Glean)

    Play Episode Listen Later Feb 12, 2025 28:41


    #updateai #customersuccess #saas #businessLauren Kennedy (Head of CS, Glean) joins Josh Schachter (CEO & Co-Founder, UpdateAI) and Jon Johnson (Principal CSM, UserTesting) to share her insights on how Agentic AI is transforming customer success management by automating low-value tasks and enhancing productivity. She also discusses how they're leveraging their own technology to optimize internal operations and improve client engagements.**Timestamps:**0:00 - Preview, BS & Intros4:20 - Glean's X-factor8:20 - What is Agentic AI?12:00 - Goals for 202514:30 - Company Culture and Hiring Needs18:04 - Collaboration between Sales & CS20:55 - Glean for post-sales24:00 - Lauren's career path and insights___________________________

    How to Hire, Build, and Grow an All-Star Customer Success Team ft. Amy Oilman (Conversica)

    Play Episode Listen Later Jan 29, 2025 27:51


    #updateai #customersuccess #saas #business Amy Oilman, SVP of Customer Success at Conversica, joins hosts Jon Johnson, Principal CSM, Key Accounts at UserTesting, and Josh Schachter, Co-Founder & CEO at UpdateAI, to share insights from her experience building and leading customer success teams at industry giants like Google and Salesforce. Drawing from her time at these powerhouse companies, she reveals how to create the most effective customer success teams, emphasizing the importance of a well-defined team vision, the core values guiding her teams, and innovative approaches to battling churn and ensuring customer satisfaction. Timestamps 0:00 – Preview & Intros 4:10 – Priorities for 2025 7:07 – Rules of the Road 8:40 – The #1 Rule of the Road 11:23 – Collaboration with Internal Teams 13:00 – Showing Up with a Point of View & Being Engaged 15:37 – Identifying and Hiring Potential Candidates 17:20 – "The Best in the Universe" 21:37 – Amy's Experience at the CS100 Conference 23:40 – Personal Branding and Growth ___________________________

    Enabling Excellence by Transforming CSM Roles ft. Christine Boermeester (Deltek)

    Play Episode Listen Later Jan 22, 2025 22:45


    Christine Boremeester, Senior Director of Strategy & Enablement at Deltek, joins Kristi Faltorusso, CCO at ClientSuccess, and Josh Schachter, Co-Founder & CEO of UpdateAI, to share invaluable insights into how Deltek continues to innovate and serve its global customer base. Tune in to explore Deltek's ambitious initiatives, including the creation of specialized customer success roles and the challenges of standardizing processes across a diverse range of products and customers. Christine also highlights her team's excitement and anticipation as they prepare to launch these transformative changes, aimed at elevating customer relationships and driving business growth. Timestamps 0:00 - Preview & Intros 3:00 - Christine's Career Evolution 4:15 - Formation of the Strategy and Enablement Group 11:00 - Team Structure & Implementation 12: 19 - Hiring Plans & Profiles 13:40 - Expectations from CSMs 17:40 - Diverse challenges due to multiple products and systems 20:51 - Team Sentiment and Engagement ___________________________

    How to Align and Elevate Product Development with Customer Feedback ft. Leah Bauman (monday.com)

    Play Episode Listen Later Jan 20, 2025 35:50


    #updateai #customersuccess #saas #business Host Josh Schachter, Co-founder & CEO of UpdateAI engages in a fascinating conversation with Leah Bauman, the Head of Enterprise Product Alignment at monday.com. Josh and Leah delve into the innovative approach that monday.com takes to align customer feedback with product development, highlighting the importance of the voice of the customer in guiding product roadmaps. Leah shares the evolution of her role from a sales background to spearheading a transformative process that bridges the gap between client-facing teams and product development. She also shares the challenges and successes she faced while prioritizing customer needs. This episode is a must-listen for anyone looking to understand how leading SaaS companies can effectively harness customer feedback to drive innovation and achieve sustained growth. Timestamps 0:00 - Preview & Intros 4:11 - Leah's role and background 10:40 - Evolution of Voice of the Customer at Monday.com 16:30 - Aligning sales, CS, and product teams 19:20 - Handling Customer Feedback 26:40 - Closing the loop on customer requests 27:45 - Differences in expectations between product and client-facing teams 28:40 - Balancing client requests with product innovation 33:45 - Steps to improve VOC systems ___________________________

    Redefining Compensation to Better Align CS Roles with Revenue Goals

    Play Episode Listen Later Jan 17, 2025 46:59


    #updateai #customersuccess #saas #business Hosts ⁠⁠Kristi Faltorusso (CCO, ClientSuccess)⁠⁠, ⁠⁠Jon Johnson(Principal CSM, Key Accounts at UserTesting)⁠⁠ & ⁠⁠Josh Schachter (Co-Founder & CEO, UpdateAI) dive into a dynamic conversation to kick off the new year. Tune in as they share insights on how companies are restructuring compensation models, discuss the trends they're observing, and reflect on the evolution of customer success and account management and the ongoing merger of these roles. Timestamps 0:00 - Preview, BS & Intros 5:44 - Are CS leaders transitioning to account management roles? 9:00 - Redesigning compensation models to align CS with revenue activities 14:50 - Problems with current data management practices 25:18 - Predictions for 2025 28:52 - LinkedIn algorithm, AI content, and Social Media Behavior 36:08 - Need for a defined strategy and long-term planning 39:30 - Pressure on CS to demonstrate quick impact and results ___________________________

    Risk Mitigation, Adoption, Expansion: The Triad of Customer Success ft. Colin Murphy (BMC Software)

    Play Episode Listen Later Jan 15, 2025 27:25


    #updateai #customersuccess #saas #business Colin Murphy, SVP & Chief Customer Officer at BMC Software joins Josh Schachter, Co-Founder & CEO at UpdateAI to share insights from his extensive experience in customer success management. Colin & Josh delve into BMC's customer-centric approach to enhance risk mitigation, adoption, and expansion within the company. As we kick off 2025, Colin also reveals the vision for the year ahead, highlighting innovative approaches in leveraging AI technology to improve BMC's customer interactions. Timestamps 0:00 - Preview 1:00 - Meet Colin Murphy and overview of BMC Software 6:30 - Customer Success at BMC Software 11:35 - Core objectives of CS 13:13 - BMC's Growth Priorities 15:01 - Engagement framework, tracking & adoption reviews 21:30 - Vision and Objectives for 2025 24:40 - Use of AI in CS and Tech Support ___________________________

    Building Systems to Enroute Customers from Processes to Progress ft. Emily McIlwain (Exo)

    Play Episode Listen Later Jan 8, 2025 27:03


    #updateai #customersuccess #saas #business Emily McIlwain, Director of Customer Success at Exo, joins the hosts ⁠⁠Jon Johnson, Principal CSM at User Testing⁠⁠ , and ⁠⁠Josh Schachter, Co-Founder and CEO at UpdateAI, to chat about the art of building scalable processes in a rapidly growing startup. Timestamps 0:00 - Preview 1:36 - Josh is engaged 2:50 - Exo- Overview, Products and Mission 15:00 - Importance of process documentation and improvement 17:15 - Challenges of automating processes and maintaining clear communication 20:12 - Setting realistic expectations for new implementations and product shifts ___________________________

    Bridging Sales and Post-Sales to Build a Customer-Centric Revenue Strategy ft. Margaret Wise (ActiveProspect)

    Play Episode Listen Later Jan 1, 2025 20:13


    #updateai #customersuccess #saas #business Margaret Wise, Chief Revenue Officer at ActiveProspect joins ⁠⁠Josh Schachter⁠⁠, Co-Founder & CEO at UpdateAI to chat about streamlining pre-sale, and post-sale operations to focus on customer success and revenue growth. Timestamps 0:00 - Preview & Intros 1:36 - Overview of ActiveProspect 5:07 - Margaret's career progression, key learnings and insights 8:12 - Compensation & Incentives to acquire the right customers 12:34 - Implementing smooth transitions between sales and customer success teams 17:50 - Utilization of AI and Technology Enablement ___________________________

    Aligning Customer Success Strategies to Exceed Customer Expectations ft. Sam Slevin (AlphaSense)

    Play Episode Listen Later Dec 18, 2024 26:17


    #updateai #customersuccess #saas #business Sam Slevin, Global Senior Vice President Customer Success at AlphaSense joins ⁠⁠Josh Schachter, Founder & CEO of UpdateAI⁠⁠. Sam shares his expertise in aligning with customer needs through strategic onboarding, mapping value over time, and navigating the complexities of global growth. The episode also explores the integration of AlphaSense's recent acquisition and the importance of digital success in reaching diverse personas. Timestamps 0:00 - Preview & Intros 1:51- Overview of AlphaSense 6:35 - Value is greater than price 8:42 - Onboarding is an experience 9:55 - Aligning services and solutions to customer requirements 14:25 - Acquisition & Integration 19:20 - Tailoring Digital Success approaches based on customer profiles 25:02 - Hiring Alert ___________________________

    Proactive Customer Engagement & the Evolving Role of CSMs ft. Tatiana Ferreira (Launchmetrics)

    Play Episode Listen Later Dec 11, 2024 37:34


    #updateai #customersuccess #saas #business Tatiana Ferreira (CCO, Launchmetrics) joins the hosts ⁠⁠Kristi Faltorusso (CCO, Client Success)⁠⁠, ⁠⁠Jon Johnson (Principal CSM, User Testing)⁠⁠ & ⁠⁠Josh Schachter⁠⁠ (Founder & CEO, UpdateAI). They discuss the complexities of mergers and acquisitions, the shift towards proactive customer outreach, the challenges of communication in multi-CSM models, the emerging role of AI in predicting risk within customer success, the balance between specialized and generalized customer support, and the imperative of clear communication during organizational changes. Timestamps 0:00 - Preview, BS, Intros 3:50 - Overview of Launchmetrics 9:20 - Aligning motivations & communicating post-merger integration 13:26 - OKRs and employee engagement 15:50 - Mixed roles in CS and professional services 18:27 - Challenges in customer interaction and communication clarity 25:00 - Automation and tech stack 27:35 - Enablement and evolving skill sets for CSMs 30:00 - Need for understanding data and being proactive ___________________________

    The Dark Side of Obsessing Over CHURN ft. Ozge Ozcan (Forter)

    Play Episode Listen Later Dec 4, 2024 42:49


    #updateai #customersuccess #saas #business Kristi Faltorusso (CCO, Client Success) and Josh Schachter (Founder & CEO, UpdateAI) are joined by an insightful guest, Ozge Ozcan, Chief Customer Officer at Forter, to dive into the intricacies of customer experience optimization in the evolving world of e-commerce. Ozge shares her wealth of knowledge on navigating the delicate balance between growth and retention, highlighting the company's transition toward a strategy centered on expansion and profitability. Timestamps: 0:00 - Preview, BS, & Intros 2:00 - Forter's services and impact 7:35 - Ozge's role in hiring and facilitating career transitions 12:51 - The downside of focusing solely on churn 17:25 - Cross-segment strategies and mindset shifts 20:15 - Establishing and managing a churn budget 28:30 - Tackling the "happy ears" problem 35:43 - Prioritizing customer signals 38:40 - Planning for the new year and beyond ___________________________

    Rethinking Compensation: From Commissions to Ongoing Payouts ft. Brian Hansen (Aurora Solar)

    Play Episode Listen Later Nov 27, 2024 38:13


    #updateai #customersuccess #saas #business Hosts Kristi Faltorusso (CCO, Client Success) and Josh Schachter (Founder & CEO, UpdateAI) sit down with Brian Hansen (Director of CS, Aurora Solar) to discuss how Aurora Solar is reinventing its approach by aligning product usage metrics with sales and customer success efforts. They are adopting a long-term strategy that prioritizes customer growth while tackling the unique challenges of the solar industry. The conversation covers everything from the intricacies of compensation models to how the company is fostering accountability and collaboration across teams. Timestamps 0:00 - Preview, BS & Intros 5:30 - Work Culture and Mission Drive 7:36 - Solar Coaster 10:15 - Supporting Employees' Career Paths 11:55 - Focusing on "Product Usage" as a Unifying Metric 17:00 - Transition to Incentives-Based Compensation 22:22 - Getting the Board Onboard 24:21 - Impact on Users & Customers 25:52 - Focusing on Qualitative Data Insights 28:50 - Increased Accountability Across the Organization 30:50 - Resource Allocation and Prioritization ___________________________

    Accountability, Collaboration & Communication: The Growth Playbook ft. Micki Howl (CRO, Marigold)

    Play Episode Listen Later Nov 25, 2024 23:59


    #updateai #customersuccess #saas #business In this special installment of the revenue series of the Unchurned Podcast, we're thrilled to have Micki Howl (Chief Revenue Officer, Marigold) join Josh Schachter (Founder & CEO, UpdateAI) to shed light on the connection between sales and post-sales, and the critical role customer feedback plays in driving business success. They also discuss her career path and the incredible growth trajectory of Marigold Timestamps 0:00 - Preview 1:11 - Overview of Marigold 4:44 - Micki's career path and growth 8:21 - Lot of hard work & a pinch of luck 13:10 - Communication & Accountability Framework 16:27 - Measuring progress and being outcome-driven 18:52 - Valuing customer feedback 21:30 - Outcome-driven approach leading to personal growth ___________________________

    A View into Customer Success from the Ivory Tower ft. Rachel Orston (Instructure)

    Play Episode Listen Later Nov 20, 2024 32:10


    #updateai #customersuccess #saas #business Rachel Orston, Chief Customer Officer at Instructure joins the hosts ⁠⁠Jon Johnson⁠⁠ & ⁠⁠Josh Schachter⁠⁠ to discuss her strategic approach to aligning customer success with sales and revenue goals, the challenges of transitioning to a variable compensation model, and how Instructure fosters a culture of connection and collaboration. Timestamps 0:00 - Preview & Intros 5:15 - Discussing about CoThrive 8:07 - Diverse customer segments at Instructure 13:15 - Performance metrics that drive success 16:45 - Connecting with customers 22:36 - Emphasis on performance-based variable compensation 27:23 - CS and Sales 30:15 - Tools and processes for improved collaboration ___________________________

    Can Lean Teams Navigate Their Customers to Achieve BIG Impact? ft. Aanal Patel (Crunchbase)

    Play Episode Listen Later Nov 18, 2024 30:32


    #updateai #customersuccess #saas #business Aanal Patel, Senior Director of Customer Success at Crunchbase joins the hosts ⁠⁠⁠⁠Jon Johnson⁠⁠ & ⁠⁠Josh Schachter⁠⁠ to discuss how she and her team navigated a significant downsizing in July 2023, cutting half of their Customer Success team while maintaining top-tier service for their users. She also sheds light on Crunchbase's strategic partnership with Perplexity, how they enhanced customer onboarding with automated processes, and their plans for 2025. Timestamps 0:00 - Preview, 1:15 - Meet Aanal Patel, Senior Customer Success Director at Crunchbase 1:47 - Overview of Crunchbase 4:40 - Using internal data for prediction and risk mitigation 7:37 - Team structure & current hiring 9:28 - Team downsizing and adaptation 13:15 - Implementing an automated onboarding process 16:30 - Strategy to ensure a positive customer experience 20:22 - Celebrating milestones with customers 22:18 - Plans for 2025 25:08 - Accessibility of AI-driven insights 28:00 - Partnership with Perplexity to integrate Crunchbase data ___________________________

    Leveraging AI and Executive Business Reviews to Elevate Customer Satisfaction and Growth ft. Paul Staelin (Vercel)

    Play Episode Listen Later Nov 13, 2024 21:32


    #updateai #customersuccess #saas #business Paul Staelin, CCO at Vercel joins ⁠⁠Josh Schachter⁠⁠, CEO & Founder of UpdateAI to share the strategic structures and priorities behind ensuring stellar customer success and engagement at Vercel, emphasizing the powerful role of AI in forecasting and managing customer support needs. Timestamps 0:00 - Preview & Intros 9:00 - Strive for efficiency and effective customer retention 11:15 - Tactics and Strategies for Net Dollar Retention (NDR) 13:10 - Implementing Executive Business Reviews, not Quarterly Business Reviews 15:15 - AI integration in customer support 17:35 - Solutions evolve; enterprise software is often a demo. ___________________________

    How You Can Understand Customer Needs & Exceed Their Expectations ft. Rohan Shah (Extend)

    Play Episode Listen Later Nov 11, 2024 32:25


    #updateai #customersuccess #saas #business In this episode, Josh Schachter, Founder & CEO of UpdateAI sits down with Rohan Shah, the Chief Revenue Officer and Co-founder of Extend to discuss the importance of understanding and addressing customer pain points to generate revenue and create value. We also look at how Rohan assembled a personal adviser network to stay updated on industry trends and build a knowledgeable team. He emphasizes hiring motivated individuals, fostering a diverse team with complementary skills, and creating a strong company culture that adapts to remote and hybrid work environments. Timestamps 0:00 - Preview & Intros 7:13 - Understanding customer needs and delivering value 15:15 - Managing growth through culture and employee motivation 21:20 - Managing post-sales success as a CRO 24:26 - Communication gap between teams 29:07 - Gathering the voice of the customer ___________________________

    Can Sales & CS Team Up to Take Customers to Success? ft. Nicole Guarino

    Play Episode Listen Later Nov 6, 2024 33:18


    #updateai #customersuccess #saas #business Nicole Guarino, the Director of Customer Success at Cambridge Mobile Telematics (CMT) joins hosts Jon Johnson, Principal CSM (Key Accounts) at UserTesting, and Josh Schachter, Founder & CEO of UpdateAI, to discuss the pivotal roles of sales and customer success in driving business expansion. Nicole sheds light on her transition from sales to customer success, sharing the challenges and insights she's gathered along the way. Timestamps 0:00 - Preview, BS, distracted driving & intros 14:10 - Nicole shares her company's goals & hurdles 20:25 - KPIs for CSMs 23:00 - Should CS offer support for renewals? 26:05 - Focusing on net new revenue & current revenue 29:20 - We are all revenue, we are all gonna win 30:05 - CS & Sales collaboration __________________________

    How Crucial Are CSMs in Empowering Sales Success? ft. Brian Weinberger (CRO, Sisense)

    Play Episode Listen Later Nov 4, 2024 26:52


    #updateai #customersuccess #saas #business Brian Weinberger, CRO at Sisense, joins the host, Josh Schachter, Founder and CEO at UpdateAI, to discuss the gap between sales and post-sales with actionable insights and lessons from his experience. He also shares insights into his dual focus on sales and customer success and emphasizes the importance of creating long-term customer relationships. How Crucial Are CSMs in Empowering Sales Success? Timestamps 0:00 - Preview 0:40 - Meet Brian Weinberger, CRO at Sisense 9:00 - Breaking down silos between sales and CS teams 11:07 - Brian's transition to CRO 12:28 - Land with a plan 16:30 - Role of CS as a champion for the customer 18:25 - Challenges and solutions in integrating sales and CS 24:46 - AI as an Enablement Tool ___________________________

    The Reality of Promotions and Navigating Career Growth ft. Rachel Tsui (Komodo Health)

    Play Episode Listen Later Oct 30, 2024 27:51


    #updateai #customersuccess #saas #business Rachel Tsui, Head of CS at Komodo Health, joins hosts Jon Johnson, and Josh Schachter to gear up for Halloween with a light-hearted discussion about costumes and candy choices before diving deep into the intricacies of customer success. Rachel highlights the innovative use of healthcare data to identify patient trends and enhance service delivery. The conversation explores how Komodo's customer success team navigates post-sales processes, strategically collaborates with account management, and the essential role of data-driven decisions. Jon and Rachel also delve into career growth challenges, touching on the balancing act of flat organization structures, professional development, and the evolving expectations of newer workforce generations. Join us for a captivating journey through customer success strategies, organizational dynamics, and how they shape the future of innovation at Komodo Health. Timestamps 0:00 - Preview, Halloween & Intros 7:30 - Customer Success at Komodo Health 10:28 - KPIs for customer success at Komodo 12:00 - Plans and Priorities for the Q4 13:22 - Focusing on separating support from CS activities 16:03 - Managing expectations around promotions 20:06 - Navigating career growth 23:50 - Cross-functional Collaboration and Tools for knowledge sharing ___________________________

    Mastering Customer Relations to Drive Strategic Growth ft. Reanna Dempsey (Unanet)

    Play Episode Listen Later Oct 23, 2024 38:54


    #updateai #customersuccess #saas #business Reanna Dempsey, VP of CS at Unanet, joins our hosts, Josh Schachter, Jon Johnson, and Kristi Faltorusso, to explore how executive engagement, data management, and product adaptability have led to improved client retention rates. They also discuss her innovative approaches, including multithreading customer interactions. Reanna emphasizes the critical role of persistence and strategic involvement from internal executives to connect with key stakeholders, while also adding a lighter note, on enjoying Reese's pumpkins. Plus, we'll touch on the unexpected challenges Customer Success Managers (CSMs) face in securing CEO attention and provide actionable strategies for building long-term executive relationships. Timestamps 0:00 - Preview, BS & Intros 8:53 - Stepping in to level up CS initiatives 12:29 - Customer feedback & internal data 15:40 - Service Levels for different customers 18:40 - Ongoing process of cultivating successful business partnerships 22:20 - Difficulties CSMs face in getting CEO attention 25:20 - Strategies to get the executive buy-in to facilitate customer interactions 28:10 - Importance of multithreading approach 29:00 - Setting realistic expectations for executive relationship-building 31:27 - Communicating the importance of tracking & maintaining data ___________________________

    How to Understand and Delight Your Customers Inside & Out ft. Andrew Gaer & Sean Andrews (Bluebeam)

    Play Episode Listen Later Oct 16, 2024 44:45


    #updateai #customersuccess #saas #business Josh Schachter (UpdateAI) and Kristi Faltorusso (ClientSuccess) are joined by Andrew Gaer, Senior Director of Customer Success, and Sean Andrews, VP of Global Customer Success at Bluebeam. In this episode, they explore Bluebeam's journey transitioning from a desktop application to a cloud-based SaaS model, focusing on the intricate details of customer success, internal team support, and transition challenges. They also discuss how Bluebeam leverages AI to enhance product functionalities while minimizing user disruptions and delve into the dynamics of community engagement and feedback for better customer satisfaction. Plus, there's a sprinkle of light-hearted banter and a playful detour into the world of fast food! Timestamps 0:00 - Preview, Intros & Del Taco 7:30 - Transition from desktop applications to SaaS 10:30 - Challenges and Successes of Transitioning into a SaaS model 18:15 - Approach to Customer Enablement & CS 25:23 - Measuring and analyzing KPIs for customer success 35:20 - For your customers -- You are an expert on your product 38:50 - AI Integration and Product Enhancements ___________________________

    Are CSMs the CEOs of Their Customer Books? ft. Parul Bhandari, Jenny Calvert, Lawrence Waldman

    Play Episode Listen Later Oct 2, 2024 45:58


    #updateai #customersuccess #saas #business This week Jon Johnson (UserTesting) & Josh Schachter (UpdateAI) are joined by Parul Bhandari (CustomerXSuccess), Lawrence Waldman (Exegy), and Jenny Calvert to advocate for a proactive, strategic approach to customer management. Throughout this conversation, our guests highlight the importance of internal alignment, strategic planning, and a holistic approach to customer success—all aimed at fostering sustainable growth and alignment with long-term business objectives. So, sit back, relax, and join us as we unearth valuable insights and actionable strategies to elevate your customer success efforts. Timestamps 0:00 - Preview & Intros 3:42 - Defining success for a customer 6:20 - Applying past playbooks in new organizations 12:02 - Adopting a 360-review approach for a holistic view of problems 15:00 - Necessity to ensure there is "Product-Market fit" 17:45 - Customer Success is HARD 21:45 - Understanding Customer Success Problems and Root Causes 27:14 - Adjusting Prices and Market Realities 31:18 - Aligning sales pitches with actual product capabilities 32:23 - Forecast customer outcomes and strategically manage accounts 35:52 - Frustration about end-of-quarter exceptions and paperwork 39:45 - First move after joining a new organization ___________________________

    How Can CSMs Manage Interruptions & Predict Customer Risk? ft. Arit Nsemo (Searchspring)

    Play Episode Listen Later Sep 25, 2024 39:23


    #updateai #customersuccess #saas #business In this podcast episode, Arit Nsemo (Senior Director of Customer Success at SearchSpring) joins hosts Josh Schachter (Founder & CEO, UpdateAI) and Kristi Faltorusso (CCO, Client Success) to share how she navigates the challenges of proactive customer risk management and managing interruptions to boost productivity for CSMs. She also discusses her experience at CS100. Timestamps 0:00 - Preview, BS & Intros 3:00 - Experience at CS100 9:00 - Arit talks about her presentation at CS100 12:30 - Learn about Searchspring & Arit's role 15:00 - Predicting customer risks manually to enable future automation 18:57 - Using customer data to draw insights 21:15 - Customers inquire about AI but lack specifics 23:45 - Kristi's inquiry about scaling manual processes for insights 27:35 - Getting CSMs aligned to the eagle view 29:45 - Dealing with cross-functional requests & demands 31:58 - Evolution of Kristi's leadership style 34:09 - CSMs are busy serving others ___________________________

    How to Recognize and Leverage the Moments that Matter ft. Daniel Silverstein (Carta)

    Play Episode Listen Later Sep 18, 2024 44:56


    He also shares Carta's strategies for predicting customer churn through data analysis, the challenges of maintaining effective prediction models, and the shift toward actionable data triggers. Daniel discusses the importance of customer education via webinars, training programs, and video tutorials, alongside strategies for navigating market conditions and IPO readiness. The episode also explores AI's future role in predictive analytics and customer health, highlighting how ongoing education and internal enablement are crucial for CSMs. Lastly, Jon and Daniel examine the impacts of market consolidation and M&A trends on customer churn, offering valuable insights for businesses looking to enhance their customer success initiatives. Key Takeaways: - Understanding customer life cycles is essential for effective engagement. - Constraints can drive innovation within customer success strategies. - Structured communication and targeted plays fuel upselling and retention. - Predictive analytics and AI are transforming customer health insights. - Ongoing education and certification are vital for CSM effectiveness. - Market trends significantly influence customer churn dynamics. Tune in for a wealth of knowledge on how to elevate your customer success strategies and adapt to evolving market landscapes! Timestamps 0:00 - Preview, Meet Daniel 2:05 - Introduction to Carta & its mission 7:53 - Understanding core components of Customer Success & the venture lifecycle 13:00 - Efforts to ensure customer engagement and education 17:00 - Navigating a sticky product amidst challenging market conditions 24:00 - Mergers and acquisitions lack transparency and clarity 28:15 - Gathering customer insights using data, liquidity triggers 35:10 - Identifying moments to ensure customer success 41:50 - Closing ___________________________

    How to Improve CS Strategy by Analyzing Customer Relationships ft. Ziv Peled (CCO, AppsFlyer)

    Play Episode Listen Later Sep 11, 2024 52:04


    #updateai #customersuccess #saas #business Jon Johnson, Josh Schachter, and Kristi Faltorusso sit down with Ziv Palat, the Chief Customer Officer at AppsFlyer. Ziv shares his valuable insights on managing customer relationships, the impact of AI on customer success, and the crucial role of human touch in building strong connections. Ziv explains how focusing on key stakeholders, using tools like Gong for actionable insights, and employing a manual scoring system can enhance relationship management. He also discusses scenarios where rule-based systems can be more effective than AI, and how to rank opportunities based on user engagement and decision-making influence. Additionally, Ziv shares his thoughts on long-term employee retention, tackling global business challenges, and strategies for managing crises, drawing from his extensive experience at AppsFlyer. Timestamps 0:00 - Preview & Intro 2:20 - Jon is healing, recovering, recharging 7:25 - Meet Ziv 10:52 - Balancing business responsibilities amid ongoing war challenges 14:40 - Teamwork boosts motivation and productivity 20:59 - Balancing business goals with employees' personal challenges 26:05 - Planning 2025 growth, maximizing efficiency, leveraging AI. 28:31 - Here's what every CSM needs from AI 31:10 - Evaluating relationships to maximize business growth 35:35 - Customers remember onboarding experiences vividly 37:40 - AI as a laser pointer for focus 38:38 - How is AI helping customer success 44:25 - Using AI to enhance strategic customer success outcomes 47:03 - Feedback from experienced leaders empowers niche strategies 50:15 - AI aids in customer strategy and revenue growth ___________________________

    Questioning the True Worth of Customer Success ft. Brett Queener (Bonfire Ventures)

    Play Episode Listen Later Aug 14, 2024 46:02


    #updateai #customersuccess #saas #business Brett Queener, Managing Director at Bonfire Ventures joins Kristi Faltorusso & Josh Schachter to shed light on the challenges faced by startups, the significance of customer success, and the transformative impact of AI in the industry. Brett shares insights from his extensive experience being on 15 boards, highlighting the critical role of board meetings and the need for a dedicated customer person in the early stages of a company. As the discussion unfolds, Brett emphasizes the significance of understanding product fit, customer needs, and the economic sustainability of customer success resources. From the impact of AI on customer success roles to the future of SaaS, tune into uncover the true worth of CS. Timestamps 0:00 - Preview & Intro 4:50 - The first CS hire 7:25 - The product is a vision 10:25 - The founders don't know 13:15 - CSMs & leaders - LISTEN!!! 17:46 - Should CSMs be responsible for upsells, cross-sells & renewals? 26:06 - We shouldn't give revenue to CS 29:20 - AI & SaaS helps you do your job 37:37 - The need for onboarding 41:16 - Solve the pains of the customer ___________________________

    How to Maximize ROI with Outcome-Based Scoring ft. Brent Grimes (Reef.ai)

    Play Episode Listen Later Jul 31, 2024 44:53


    #updateai #customersuccess #saas #business Brent Grimes, Founder and CEO at Reef.ai joins the hosts ⁠⁠Kristi Faltorusso⁠⁠, ⁠⁠Jon Johnson⁠⁠ & ⁠⁠Josh Schachter⁠⁠. Brent shares insights on outcome-based scoring for customer health and the power of leveraging data for predictive modeling in customer success. They also discussed the potential future convergence of structured and unstructured data and the impact of AI agents on future work. Timestamps 0:00 - Preview, BS & Intros 7:09 - Reef's origin story 13:50 - Importance of outcome-based scoring 20:35 - Smart targeting & smart recommendations 26:26 - CSMs need to do high-value work 30:30 - ReefAI versus Gainsight 34:47 - Data privacy & security 37:07 - Convergence of structured and unstructured data ___________________________

    Balancing efficiency and human touch in customer interactions ft. Julio Franco (Zappi)

    Play Episode Listen Later Jul 24, 2024 55:09


    #updateai #customersuccess #saas #business Hosts Kristi Faltorusso, Jon Johnson and Josh Schachter are joined by Julio Franco, Chief Customer Officer of Zappi. They discuss the hurdles of educating customers on best customer success practices, the struggle to invest in customer education and consulting services, and the need for systematizing and reboarding customers. Join us as we uncover the complexities of balancing efficiency and maintaining a human touch in customer interactions while driving operational efficiency and growth in customer success. Timestamps 0:00 - Preview, BS & Intros 8:00 - Simplified market research for quick, inexpensive feedback 11:55 - Improving efficiency & re-onboarding customers 17:45 - Working with customers that "Get It" & those that don't get it 28:05 - CSMs need to do better with what they have 31:54 - The challenge of maintaining a human touch while being efficient 37:42 - Incentivising overstretched CSMs 41:50 - Digital CS is a program, not a segment 45:20 - Reboarding & educating long-time customers ___________________________

    Dating, CS & Banter ft. Ben Winn (FirstMark)

    Play Episode Listen Later Jul 10, 2024 42:05


    #updateai #customersuccess #saas #business Ben Winn, Director of Community at FirstMark, joins Kristi Faltorusso & Josh Schachter to explore the dynamic landscape of venture capital, AI in customer success, and the challenges faced by early-stage companies. They also banter about their grades, dating apps, and much more. Timestamps 0:00 - Preview, BS & Intros - Biggest challenges faced by companies 12:36 - Ben's contribution to CS 22:30 - Navigating a career shift 23:45 - Josh & Kristi discuss grades 26:05 - What's up with CS & SaaS? 28:00 - Dating stories & apps 36:15 - The AI buzz in CS 40:56 - Closing ___________________________

    Demystifying Customer Needs ft. Alex Turkovic (The Digital Customer Success Podcast)

    Play Episode Listen Later Jul 3, 2024 51:22


    Alex Turkovic joins Jon Johnson, and Kristi Faltorusso to delve into the intricacies of customer success management (CSM), the disconnect between customer experience strategies and practical implementation, the role of emotional intelligence in business decisions, tackling data quality and management & much more. Timestamps 0:00 - Preview, BS & Intros 4:57 - Practically implementing concepts and frameworks 8:50 - Put the customer first 10:00 - We need emotional intelligence in CS 13:03 - Tracking actions vs real outcomes 16:18 - Tracking metrics that matter 19:27 - Trust, Journey Map, & Clean Data 31:40 - The correlation of CS, Product & Marketing 34:10 - Central CSM 35:35 - Consolidation and management of SaaS applications 39:10 - Validating project success 46:00 - Closing ___________________________

    Is Prioritizing CSM Health the Key to Customer Happiness? ft. Paulina Staszuk

    Play Episode Listen Later Jun 26, 2024 44:19


    #updateai #customersuccess #saas #business Customer success leader, Paulina Staszuk joins hosts Jon Johnson and Josh Schachter to delve into the critical importance of a structured onboarding process for new employees and its impact on successful customer relationships. They also share humorous banter and insights about creating a positive employee experience, the value of customer success in the tech industry, and the significance of taking a break to recalibrate. Timestamp: 0:00 - Preview, Intros & BS 5:50 - Reflect, Recalibrate & Refuel 13:00 - Perfection isn't a reality 17:08 - People. Process. Product 18:20 - Employee onboarding is broken 23:03 - Happy CSMs Happy Customers 25:00 - What should employee onboarding look like? 30:20 - Tools for onboarding employees 39:20 - BS & Closing ___________________________

    Can Revenue-Driven Practices Lead to Customer-Centric Growth? Ft. Aaron Thompson (SuccessHACKER)

    Play Episode Listen Later Jun 19, 2024 50:53


    #updateai #customersuccess #saas #business Customer success roles fall short of true value creation. The industry has inadvertently boxed itself into creating safe, activity-based roles rather than ones driven by tangible outcomes and accountability. It's time to rethink and reinvent the essence of customer success. Aaron Thompson, CRO, SuccessHACKER, joins our hosts, Josh Schachter, Kristi Faltorusso & Jon Johnson to discuss the need for a crucial shift in the customer success model from being a cost center to a revenue driver. Aaron brings a wealth of experience and a fresh perspective, discussing the impact of tracking post-sale activities, aligning team incentives, and the challenges of transitioning from a "sales-led" to a "revenue-led" organization and the essential role of renewals, expansions, and customer retention in driving revenue growth. Timestamps 0:00 - Preview, BS & Intro 6:12 - Revenue Acquisition Cost 14:39 - Tracking & calculating costs 18:00 - Revenue is cheap to lose, expensive to maintain 26:55 - Focus on being revenue-led 30:04 - Rewiring to become customer-centric 35:50 - The starting point to being customer-centric as an individual contributor 43:05 - CSMs need to have a revenue-focused mindset ___________________________

    Can AI Insights Transform Tech Touch Customer Success? ft. Sam Loveland (Salesloft)

    Play Episode Listen Later Jun 12, 2024 47:47


    #updateai #customersuccess #saas #business Sam Loveland, Chief Customer Officer at SalesLoft, joins Jon Johnson, User Testing and Michael Forney, VP of CS at Responsive to delve into the intersection of AI and customer success. From leveraging generative AI to the challenges of managing multiple AI tools, the conversation unravels key insights and practical strategies for achieving customer success metrics. Timestamp 0:00 - Preview & Intro 7:50 - Human touch in the AI world 13:10 - Using AI for CS insights 22:30 - Challenges for integrating tools & systems 25:53 - How does leadership evaluate CSMs 29:47 - Automating customer onboarding 33:40 - Enhancing productivity & generating value using AI 39:44 - Closing ___________________________

    Bosses Don't Understand the Role of CSMs Ft. Alok Shukla (FunnelStory)

    Play Episode Listen Later Jun 5, 2024 47:19


    #updateai #customersuccess #saas #business Alok Sharma, CEO of Funnel Story AI, joins Josh Schachter, Founder & CEO of UpdateAI, and Jon Johnson, Principal CSM of UserTesting, to discuss the strategic role of CSMs in using technology to drive business outcomes. With a blend of humor, insightful discussions, and practical takeaways, Alok shares his insights on the shortcomings of traditional customer success platforms, the generational shift in technology adoption, and the evolving role of customer success teams in leveraging data insights for strategic decision-making. Timestamps: 0:00 - Preview 1:56 - BS & Intros 7:20 - Overlap of Cybersecurity & CS 11:54 - 80% of AI is Getting Data in the Right Format 18:52 - Business Intelligence for CS Teams 20:30 - Do CSMs Need a Data Mindset? 22:45 - Pendo Isn't Designed for CSMs 26:40 - Importance of Understanding Personas 28:40 - Good Food. Good Business. Good Life. 34:34 - Do Traditional CS Platforms Solve Real Problems? 46:46 - Closing ___________________________

    Using Data-Driven Content to Serve Customers ft. Nikola Mijic (Founder, Matik)

    Play Episode Listen Later May 29, 2024 29:25


    In this unchurned conversation, Nikola Mijic, the Founder of Matik joins Josh Schachter. Both of them dive into how Nikola got into the world of CS, and his experience working at LinkedIn and also discuss: 0:00 - Meet Nick & how health scores help predict customer churn risk 7:00 - Working at LinkedIn inspired Nick's startup journey 13:03 - Nick's experience as an immigrant 17:45 - The role of core values in guiding operations and solving conflicts 23:10 - Finding early customers who understand the startup mentality 26:00 - Using data-driven content can enable scaling #updateai #customersuccess #saas #business

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